WINNING WITH NETWORKING                                          SR271B

This course teaches SRs the skills required to apply their network
knowledge in sales situations.  If focuses on preparing SRs to uncover
networking needs, and on developing networked solutions in response to
these needs.

STUDENT PROFILE
SF40 SRs worldwide

PREREQUISITES
SR171  Network Technology Basics
SR172  Network Product Basics
A score of 80% or better on each of the above Mastery Tests is required
to attend classroom training.

STUDENT PERFORMANCE OBJECTIVES
Upon completion of this course, students will be able to:
o     Based on customer research, develop PIQCL questions that can be
      used to identify network needs.
o     Describe, at a high level, the key features of HP's networking
      strategy for an economic buyer.
o     Identify customer needs from customer responses to PIQCL
      questions.
o     Create a customer-specific information flow diagram using
      customer needs, responses, and generic information flow diagrams.
o     Identify the network services that are required from the specific
      customer information flow.
o     Identify appropriate HP link and service products for network
      services requirements.
o     Develop network topology diagram based on link and service
      products and customer information flow.
o     Propose and defend network solution to customer.
      Articulate benefits to customer.
o     Respond to commonly encountered competitive objections.

COURSE OUTLINE
Module 1:     Introduction
              Level 1 Review Exercise
              Information Flows and Generic Services
              PIQCL For Network Needs
              Pre-survey Meeting
              HP's Networking Strategy
Module 2:
              Scenarios, Services, and Links
              Case Study Solution
              Proposal Presentation
              Final Test
              Competitive Q&A

TESTING PROCESS
Mastery Test administered during class

FORMAT:        Classroom, using exercises and simulations.
LOCATION:      Area Sales Offices
LENGTH:        5 hours
AVAILABILITY:  11/90 U.S. Wide
LANGUAGE:      English

EQUIPMENT:     N/A
CLASS SIZE:    15 recommended
ORDERING INFO: Class scheduled by Region and Area Field development.
QUESTIONS:     Contact your Field Development Manager
PROJECT MGR:   David Greene, Telnet/408 447-6864