HP, VAB, and Competitive Solutions for State and Local
Government                                                     SR1303B

This course enables the student to confidently recommend appropriate
solutions to their U.S. state and local government prospects and
counter competitive claims.  The 1992 update (rev. B) of this course
added 12 new HP VAB solutions.

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

PREREQUISITE:
SR1302     State and Local Government Industry Fundamentals
A score of 80% or better on the above Mastery Tests represents
satisfactory completion.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of the course, students will be able to:
o     Compare and contrast HP/VAB solutions with
      the competitors' VAB solutions.
o     Compare and contrast HP's strengths and
      weaknesses to those of the competition.
o     Match HP/VAB solutions to the customer
      needs they address.
o     Counter competitive claims with reasons to
      buy HP solutions.
o     Describe how to work with Systems
      Integrators.

COURSE OUTLINE:
Unit 1:     HP & the Competition
Unit 2:     Teaming with Systems Integrators
Unit 3:     Positioning Government Solutions
Unit 4:     Mini Case Studies
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:     SR1303B
A score of 80% or better represents satisfactory completion.

FORMAT:          Self-paced workbook
LOCATION:        Not applicable
LENGTH:          4 Hours
AVAILABILITY:    2/92
LANGUAGE:        English
EQUIPMENT:       None
CLASS SIZE:      Not applicable
ORDERING INFO:   Heart I-2 Order from Support Materials Organization

                 (SMO/C200), Roseville, CA Part # 22894-90015
QUESTIONS:       Contact your Sales Force Program Manager or Country
                 Education Manager
PROJECT MGR:     Laurel Pavesi Telnet/408 447-7577