HP's OPEN SYSTEMS Initiative                                     SR1804

The goal of this course is to provide the students with the knowledge
and skills necessary to successfully position HP's Open Systems
marketing message to Senior Executives, identify the customer benefits
of Open Systems, and relate the Open Systems message to HP's NewWave
Computing strategy.

STUDENT PROFILE:
CSO sales reps, sales managers and PSO consultants worldwide.

PREREQUISITES:
None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     State HP's Computer Systems mission statement.
o     Recognize the principal forces driving companies toward Open
      Systems.
o     Using HP success stories, describe how to qualify Open Systems
      opportunities and become a strategic partner.
o     Make a 3 to 5 minute sales phone call to a senior executive and
      articulate why HP should be their Open Systems partner.

COURSE OUTLINE:
Unit 1:     Introduction
Unit 2:     CSO's Mission Statement
Unit 3:     Companies are Moving Toward Open Systems
Unit 4:     HP's Computer Systems Strategy
Unit 5:     Implementation Strategy for the Sales Force
Unit 6:     Questions & Answers
Unit 7:     SR Best Practices
Unit 8:     Case Study Scenarios
Unit 9:     Open Questions & Answer
Unit 10:     Call to Action

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

     To:          Fieldtest ADMIN
     Subject:     SR1804
A score of 80% or better represents satisfactory completion.

FORMAT:        Self-paced workbook and videotape.
LOCATION:      Not applicable
LENGTH:        4 hours
AVAILABILITY:  8/91
LANGUAGE:      English
EQUIPMENT:     VHS videotape player and TV
CLASS SIZE:    Not applicable
ORDERING INFO: Heart I-2 order from Support Materials Organization
               (SMO/C200), Roseville, CA Part # 5960-7812 (PAL)
               Part # 5960-7804 (NTSC)

QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Bill Hume, Telnet/408 447-4983