State and Local Government Industry Fundamentals                SR1302

The goal of this course is to help the student gain credibility with
state and local government prospects.  The purpose of this self-paced
workbook is to introduce the basic industry terms, trends, critical
success factors, agency organizations, and computer applications.

STUDENT PROFILE:
CSO sales representatives, sales management and PSO consultants who
call on U.S. state and local government accounts.

PREREQUISITE:

None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of the course, students will be able to:
o     Recognize and use common terminology in state and local

      government.

o     Name the major service segments within the state and local
      government industry.
o     For each of these three governments (state, county, and city)
      describe the organizational structure, responsibilities, and
      services provided.
o     Describe a typical agency's goals, critical success factors,
      obstacles, and the business implications.
o     Describe the buying cycle of a state or local government agency
      and name the key personnel involved in computer systems
      acquisitions.
o     Describe government and technology trends
      and their impact on an agency.
o     Describe the key computer application areas in
      state and local government.

COURSE OUTLINE:
Unit 1:     Government Selling Environmnent
Unit 2:     How is Government Structured?
Unit 3:     How HP Segments Government
            Applications
Unit 4:     Trends that Impact Government

Questions are posed at the end of each unit to help students assess
their understanding of the material.

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

     To:          Fieldtest ADMIN
     Subject:     SR1302
A score of 80% or better represents satisfactory completion.


FORMAT:          Self-paced workbook
LOCATION:        Not applicable
LENGTH:          4 Hours
AVAILABILITY:    4/91
LANGUAGE:        English
EQUIPMENT:       None
CLASS SIZE:      Not applicable
ORDERING INFO:   Heart I-2 Order from Support Materials Organization
                 (SMO/C200), Roseville, CA Part # 22894-90014
QUESTIONS:       Contact your Sales Force Program Manager or Country
                 Education Manager
PROJECT MGR:     Laurel Pavesi Telnet/408 447-7577