BEATING THE COMPETITION III                                      SR1807

High-End Solutions
Originally broadcast as a teleclass in May 1992, this course is
designed to enable students to differentiate HP's Corporate Business
System solutions from comparable solutions offered by DEC, NCR,
Sequent, and IBM.  During this 4 hour teleclass, industry consultants
will evaluate HP's position in the market, while presenting the sales
strategies, differentiators and weaknesses of HP and its competitors.

STUDENT PROFILE:
CSO sales representatives, sales management and PSO consultants who
have high-end sales opportunities.

PREREQUISITE:
"Selling Against the Competition" binder, orderable from Literature
Distribution Center (LDC), specify part number 5091-1888E. Read the
high-end solutions within each of the competitor's sections.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Articulate key HP high-end solution differentiators against IBM,
      DEC, NCR, Pyramid, and Sequent.
o     Describe the key differentiators and weaknesses of IBM, DEC, NCR,
      Pyramid, and Sequent in the high-end solutions marketplace.
o     Anticipate and respond to competitive challenges made by IBM,
      DEC, NCR, Pyramid, and Sequent during a high-end solution sale.

COURSE OUTLINE:
Part 1:     HP
            Sales Opportunity
            Strengths & Weaknesses
            Q & A
Part 2:     DEC
            Strengths & Weaknesses
            DEC on the Offensive
            Beating DEC
            Q & A
Part 3:     Multi-Processor Servers
            NCR Strengths & Weaknesses
            Sequent Strengths & Weaknesses
            Beating NCR & Sequent
            Q & A
Part 4:     IBM
            Strengths & Weaknesses
            IBM on the Offensive
            Beating IBM
            Q & A
            Test
Part 5:     Consultant Sales Calls

TESTING PROCESS:
Mastery test administered during original broadcast.  Materials for
conducting a follow-up Action Planning Workshop are available from your
Sales Force Program Manager.

FORMAT:        Student workbook and videotape
LOCATION:      Not applicable
LENGTH:        4 hours
AVAILABILITY:  5/92
LANGUAGE:      English
EQUIPMENT:     VHS videotape player and TV
CLASS SIZE:    Not applicable
ORDERING INFO: Order videotape and workbook by sending an HPDesk
               message to Carol Grant/HP0000 at HPTV.  Specify program
               number S1858 and PAL or NTSC format.
QUESTIONS:     Contact your CSO Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   David Greene, Telnet/408 447-6864