WINNING IN STATE AND LOCAL GOVERNMENT                             SR233

This workshop is designed to help the student create a sales strategy
for a U.S. state or local government account that maximizes HP's
advantages and minimizes HP's disadvantages.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
are selling into U.S. state or local government accounts. This class is
designed for sales representatives who have some experience selling
into these types of accounts.

PREREQUISITES:
SR1302      State and Local Government Industry Fundamentals.
SR1303B     HP, VAB and Competitive Solutions for State and Local
            Government

A score of 80% or better is required on each of the above Mastery Tests
to attend the Level 2 classroom training.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Determine an account's critical success
      factors and obstacles to meeting them.
o     Identify customer application needs.
o     Identify strengths and weaknesses of
      competitive software solutions.
o     Identify strengths and weaknesses of HP and
      the competition:  DEC, IBM, and Unisys.
o     Identify HP and VAB solutions for an account.
o     Develop a successful selling strategy for an
      account.

COURSE OUTLINE:
The class is divided into the following sections:
Unit 1:     CSF's and Obstacles
Unit 2:     Customer Needs
Unit 3:     Competitive Solutions
Unit 4:     HP and the Competition

TESTING PROCESS:
There will be a pre and post confidence test given in the class.  Each
team will be evaluated on how they perform in the case study exercises.


FORMAT:        Classroom
LOCATION:      Check Field Training Hotline calendar (CL40) on HPDesk
AVAILABILITY:  Check Field Training Hotline Calendar (CL40) on HPDesk.
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    Maximum 25
REGISTRATION:  Register via your Training Program Integrator (TPI)
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Laurel Pavesi, Telnet/408 447-7577