HP Apollo 9000 Series 700 Self-Study Guide                    SR1211B

To provide the learner with the ability to understand the product
positioning of the new RISC based workstations within the HP product
line; qualify existing and new accounts that can benefit from the RISC
product line's unique capabilities; and position the Series 700
products against its primary competitors.  This workbook is a revision
of SR1211 and will be released in January, 1992.

STUDENT PROFILE:
Fielded SF40 SRs, and TCs supporting sales workstation products.
Appropriate worldwide.

PREREQUISITES:
None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Discuss the features and advantages of the 700 with customers.
o     Identify and target Series 700 prospects.
o     Neutralize competitive challenges to HP Apollo Series 700
      solutions.

COURSE OUTLINE:

Unit 1:     Product Sales Strategy

            - Position with the HP RISC

            workstation product line

            - Target markets

            - Qualifying criteria

            - Pricing strategies

Unit 2:     Product Information

            - Processor/performance

            - Graphics capabilities

            - Operating Systems

            - Networking issues

Unit 3:     Competition

            - Comparison with competitors

            - Competitive advantages and potential

              pitfalls

Unit 4:     Upgrade Programs

            - Pricing and performance improvements for

              existing customers to upgrade to the new

              Series 700



TESTING PROCESS:
Self-Assessment Test included in the workbook.  To access Mastery Test,
send an HPDesk message:

     To:          Fieldtest ADMIN
     Subject:     SR1211B
A score of 80% or better represents satisfactory completion.

FORMAT:          Self-paced workbook
LOCATION:        N/A
LENGTH:          4-6 hours
AVAILABILITY:    4/1/91; Rev. 1/92
EQUIPMENT LIST:  N/A
CLASS SIZE:      N/A

ORDERING INFO:   Heart I-2 order from Support Materials Organization
                 (SMO/C200), Roseville, CA, Part # A1643-90008.
QUESTIONS?:     Jim Belcher Telnet 256-7869 or (508) 256-6600
                ext. 7869