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BEATING THE COMPETITION V                                       SR2204
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Differentiating HP Workstations

This 2 part, 4 hour teleclass is designed to enable Channel Partner
and HP SRs to "take the offensive" against workstation solutions from
Sun, IBM, Silicon Graphics, as well as PC LANs.  Part 1 focuses on
supplementing required pre-study material with high level strategies,
messages, and a review of business opportunities.  Part 2 focuses on
responding to competitor claims and on articulating appropriate HP
differentiators.  Participants include industry consultants, HP and
Channel Partner Sales Reps, and Workstation Marketing Managers.

STUDENT PROFILE:

Part 1, HP workstation Channel Partners.  For Part 2, Channel Partners,
CSO SRs, sales managers and PSO Consultants who have workstation
sales opportunities.

PREREQUISITES:

Channel Partners or HP SRs not familiar with worksations or HP's
workstation product offering should complete the following recommended
reading before attending this course:

o  SR122B: Workstation Primer
o  SR171: Network Technology Basics
o  SR1211C: Series 700 Self-Study Guide
o  SR125: Graphics Fundamentals
o  SR1220: X-Station Fundamentals

Information presented in these courses will NOT be repeated during
SR2204.  Students are encouraged to take the Mastery Tests for these
courses in order to record their completion in their training history.

STUDENT PERFORMANCE OBJECTIVES:

Upon completion of this course, students will be able to:

Part 1
o  Describe in general terms HP's total product offering (HP 3000, HP
   9000, and X Stations)
o  Describe HP's future workstation direction
o  Describe HP's workstation differentiators.
o  Identify best sales opportunities.

Part 2
o  Describe the features/benefits of PC solution as compared to an HP
   workstation solution.
o  Counter the competitive claims made by Sun, IBM, and SGI.
o  Articulate HP workstation differentiators that can be used to beat
   IBM, Sun, and SGI.
o  Identify the resources and programs offered by the "PowerGraphics"
   initiative.

COURSE OUTLINE:
Part 1:  Selling HP Workstations
   HP Product line overview
   Workstation future directions
   HP Workstation Opportunities
   Upgrade Opportunities
   Questions and Answers

Part 2:  Beating the Competition
   PC LAN Features/Benefits
   Positioning HP Workstations

   Sun Messages & Rebuttals
   Beating Sun
   Questions & Answers

   SGI Messages & Rebuttals
   Beating SGI
   PowerGraphics Initiative

   IBM Messages & Rebuttals
   Beating IBM
   Questions & Answers

   Certification Exercises

TESTING PROCESS:

Mastery Testing will be offered at the end of the program for those
participants who wish to have their completion of this course included
as part of their training history.

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FORMAT:        Interactive Teleclass
CLASS SIZE:    Not Applicable
LOCATION:      HP Sales Offices
ORDERING INFO: Register with your TPI.  Video tapes may be ordered
               from Carol Grant/HP0000 at HPTV following the broadcast
LENGTH:        4 hours (Part 1 is 1 hour, Part 2 is 3 hours)
AVAILABILITY:  2/24/93
QUESTIONS?:    Contact your Sales Force Program Manager
LANGUAGE:      English
PROJECT MGR:   David Greene, Telnet/408 447-6864
EQUIPMENT:     N/A