BEATING THE COMPETITION II                                      SR2201

SUN, DEC, AND IBM WORKSTATIONS
Originally broadcast in December 1991, this course is designed to
enable students to differentiate HP's workstation solutions from those
of SUN, DEC and IBM.  During this 4-hour program, industry consultants
present the sales strategies, differentiators and weaknesses of SUN,
DEC, and IBM in the workstation marketplace, and comment on the
strengths and weaknesses of HP.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants with
workstation sales opportunities.

PREREQUISITE:
Workstation section of "Selling Against the Competition" Competitive
Binder.  Copies can be ordered from Literature Distribution Center
(LDC) specifying part number 5091-1888E.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Articulate key HP workstation differentiators against SUN, DEC
      and IBM.
o     Describe the key differentiators and weaknesses of SUN, DEC and
      IBM in the workstation marketplace.
o     Anticipate and respond to competitive challenges made by SUN,
      DEC, and IBM during a workstation sale.

COURSE OUTLINE:
Part 1:     Introduction
Part 2:     SUN
            Sales Presentation
            Objections / Weaknesses
            Q & A
Part 3:     DEC
            Sales Presentation
            Objections / Weaknesses
            Q & A
            Test
Part 4:     IBM
            Sales Presentation
            Objections / Weaknesses
            Q & A
Part 5:     HP Strengths and Weaknesses
Part 6:     Conclusion
Part 7:     Open Q & A
Coaching tools for the sales managers are provided in the student
workbook.

TESTING PROCESS:
Mastery test administered as part of original broadcast.
Forms are provided in the workbook that facilitate coaching with your
sales management.

FORMAT:          Student workbook and videotape
LOCATION:        Not applicable
LENGTH:          4 hours
AVAILABILITY:    12/91
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 90501T 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

































LANGUAGE:        English