SELLING CONSULTING SOLUTIONS                                    SR1307


The goal of this Level 1 course is to enable the student to understand,
describe, and differentiate HP's consulting offering.  Special emphasis
is placed on three key areas of consulting:  Networking, Migration, and
Manufacturing.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants

PREREQUISITES:
None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Identify opportunities to sell HP consulting.
o     Describe the features and benefits of HP Consulting, giving
      special attention to Migration, Networking, and Manufacturing
      consulting.
o     Describe the principles guiding HP's consulting framework and the
      benefits this strategy offers customers.
o     Describe the strengths, weaknesses and selling strategies of
      industry dominant competitors and partners.
o     Differentiate HP's solutions from the competition.
o     Deliver a customer presentation which articulates HP's strategy
      and consulting offerings as an effective means for addressing
      customer business needs.

COURSE OUTLINE:
Preface and Introduction
Unit 1:     Understanding and Selling Consulting
Unit 2:     Network Consulting
Unit 3:     Manufacturing Consulting
Unit 4:     Migration Consulting
Unit 5:     Differentiating HP Consulting
Unit 6:     HP Consulting Services Message
Appendices

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

     To:          Fieldtest ADMIN
     Subject:     SR1307
A score of 80% or better represents satisfactory completion.

FORMAT:        Self-paced workbook, audio tape and support materials
LOCATION:      Not applicable
LENGTH:        4 Hours
AVAILABILITY:  5/92
language:      English
EQUIPMENT:     Audio cassette tape player
CLASS SIZE:    Not applicable
ORDERING INFO: Heart I-2 order from Support Materials Organization
               (SMO/C200), Roseville, CA Part # 5960-7841
QUESTIONS:     Professional Services Division Telnet/415 691-5451
PROJECT MGR:   Robert Cruz Telnet/415 691-5819