DIFFERENTIATING HEWLETT-PACKARD WORKSTATIONS                     SR1218

This course will enable students to more effectively present Hewlett-
Packard's workstation strategy and directions by learning how to:
*     concisely describe HP's strategic directions in the workstation
      marketplace
*     respond to tough questions by customers and prospects
*     differentiate HP in competitive sales situations
      student profile:
CSO sales representatives, sales managers and PSO consultants who
support workstation sales.

PREREQUISITES:
SR122     Workstation Primer
SR1211     HP Apollo Series 700 Self-Study Guide
A score of 80% or better on above Mastery Tests represents satisfactory
completion.

STUDENT PERFORMANCE OBJECTIVES:
o     Describe Hewlett-Packard's strategic directions in terms of:
-     Leadership platforms
-     Open Systems
-     Cooperative Computing
o     Describe several supporting programs including:
-     Ease of Use
-     Applications Availability
-     Business Relationship
o     Compare Hewlett-Packard's strategic directions with the
      Networking strategies presented by Sun, IBM and DEC.

COURSE OUTLINE:
Unit 1:     Strategic Directions Presentation:
            Leadership Platforms
            Open Systems
            Cooperative Computing
Unit 2:     Supporting Programs:
            Ease of Use
            Applications Availability
            Business Relationship
Unit 3:     Competitive Positioning:
            SUN
            IBM
            DEC
Video Transcripts

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

     To:          Fieldtest ADMIN
     Subject:     SR1218
A score of 80% or better represents satisfactory completion.

FORMAT:          Self-paced workbook and videotape
LOCATION:        Not applicable
LENGTH:          4 hours
AVAILABILITY:    7/91
LANGUAGE:        English
EQUIPMENT:       VHS videotape player and TV
CLASS SIZE:      Not applicable
ORDERING INFO:   Heart I-2 order to Support Materials Organization
                 (SMO/C200), Roseville, CA Part # 5960-7805 (PAL) Part
                 # 5960-7802 (NTSC)
QUESTIONS:       Contact your Sales Force Program Manager or Country
                 Education Manager
PROJECT MGR:     Jim Belcher Telnet/508 436-5069