HP, VAB and Competitive Solutions for wholesale distribution     SR1305

This course provides the knowledge necessary to confidently recommend
appropriate solutions to their wholesale distribution prospects and
counter competitive claims.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
call on wholesale distribution accounts.

PREREQUISITE:
SR1304     Wholesale Distribution Industry Fundamentals
A score of 80% or better on the above Mastery Test represents
satisfactory completion.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of the course, students will be able to:
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     Compare and contrast HP/VAB solutions with the competitors' VAB
      solutions.
o     Counter competitive claims with reasons to buy HP solutions.

COURSE OUTLINE:
Unit 1:     HP & the Competition
Unit 2:     HP VAB Solutions
Unit 3:     Competitive VAB 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:     SR1305
A score of 80% or better represents satisfactory completion.


FORMAT:        Self-paced workbook
LOCATION:      Not applicable
LENGTH:        3 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 # 22894-90017
QUESTIONS:     Contact your CSO Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Laurel Pavesi Telnet/408 447-7577