WINNING IN WHOLESALE DISTRIBUTION                                 SR234

The goal of the workshop is to help the student create a sales strategy
for a wholesale distribution account that maximizes HP's advantages and
minimizes HP's disadvantages.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
sell into wholesale distribution accounts. This class is designed for
sales representatives who have some experience selling into these types
of accounts.

PREREQUISITES:
SR1304     Wholesale Distribution Industry Fundamentals
SR1305     HP, VAB, and Competitive Solutions for Wholesale
           Distribution
SR1306     Touring a Wholesale Distributor

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 do these
tasks:
Given a case scenario of a wholesale distribution account:
o     Determine an account's goals, critical success factors, and
      obstacles to meeting them.
o     Identify application needs.
o     Identify appropriate HP and VAB solutions.
o     Identify strengths and weaknesses of competitive solutions, and
      counter competitive claims.

COURSE OUTLINE:
The class is divided into the following sections:
Unit 1:     Goals, CSFs, and Obstacles
Unit 2:     Application Needs
Unit 3:     HP and VAB Solutions
Unit 4:     Countering Competitive Claims

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
LENGTH:        4 Hours
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 CSO Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Laurel Pavesi, Telnet/408 447-7577