Teaming for Success                                             SR15001
The goal of this basic knowledge Level 1 course is provide Arrow
Electronics (an HP Distributor) SRs and sales management the product
and competitive information needed to confidently position,
differentiate, and sell the Series 700, Series 700/RX, and Series 800
product lines into their target DAR markets.

STUDENT PROFILE:
Arrow Electronics SRs and sales management

PREREQUISITES:
Pre-Study Workbook including sections from SR1211B, HP 700/RX Sales
Training Manual, and SR188.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course,
students will be:
o     Excited with the power and sales potential of the WSBU and GSY
      product lines.
o     Armed with the product information needed to effectively sell the
      WSBU and GSY product lines into their target DAR markets.
o     Able to clearly position and size WSBU and GSY product line
      solutions.
o     Able to clearly differentiate WSBU and GSY product lines from
      competitor's offerings.

COURSE OUTLINE:
Local Welcome
Executive Message
The Series 700 Workstations
     Product Differentiation
     Competitive Differentiation

BREAK
The Series 700/RX Stations
     Product Differentiation
     Competitive Differentiation

BREAK
The Series 800 Business Servers
     Product Differentiation
     Competitive Differentiation

BREAK
HP 9000 Networking
Teaming for Success Interview
     The HP Arrow Partnership
Executive Summary
Local Wrap-Up

TESTING PROCESS:
A Knowledge Assessment Test on the Pre-Study Material will be
administered locally at the start of the training.

A Knowledge Assessment Test on the broadcast material will be
administered locally at the end of the training.

A score of 80% or better represents satisfactory completion.

FORMAT:          Self-paced pre-study & live teletrainingLOCATION:
HP Sales Offices
LENGTH:          Pre-Study 3 hours, Broadcast 9 hours
AVAILABILITY:    7/11/92
EQUIPMENT LIST:  Downlink and SRU connection
CLASS SIZE:      1 SRU per student
ORDERING INFO:   Phone order from Support Materials Organization Part #
                 5960-7850
QUESTIONS?:      Contact your Field Development Manager
PROJECT MGR:     Bill Hume, Telnet/408 447-4983