TRAINING DATA SHEET NUMBER AND TITLE:

X Stations Fundamentals                                          SR1220
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COURSE GOAL/ OBJECTIVE:
Sales reps will be able to increase sales of Hewlett-Packard X-Stations
by competitively positioning their advantages and identifying target
markets and applications.

STUDENT PROFILE:
Sales reps including Sales Force 40 and Management and New hires.

PREREQUISITES:  None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion, you will be able to:
- Define the client/server computing model and where X stations fit
- Describe the target markets and applications for X stations
- Describe X station configurations and limitations
- Recall the available reference materials and sales support tools

COURSE OUTLINE:
- Preface
- Challenge Test & Answers
- Unit 1:  Overview:  The HP X station
- Unit 2:  X station Market
- Unit 3:  Positioning the HP X station
- Unit 4:  Systems Configuration Considerations
- Unit 5:  Conclusions
- Appendices

TESTING PROCESS:
Self-Assessment Test included in the workbook.
Mastery test accessible over HPdesk.
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FORMAT:         Sales kit including student workbook and audiotape
LOCATION:       Not applicable
LENGTH:         2-4 hours
AVAILABILITY:   March 15, 1993
LANGUAGE:       English
EQUIPMENT:      Audiotape player
CLASS SIZE:     Not applicable
ORDERING INFO:  HEART I-2 order from Support Materials Organization
                (SMO/C20) in Roseville, CA
                Part #5960-7857
QUESTIONS:      Contact your local Sales Force Program Manager
PROJECT MGR:    Ann Shuman, (508) Telnet 436-5098

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