WINNING WITH NETWORKING                                          SR271B

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

STUDENT PROFILE
CSO sales representatives, sales management and PSO consultants
worldwide

PREREQUISITES
SR171     Network Technology Basics
SR172B     Network Product Basics
SR173     Working with Networking 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 information about the customer, develop probing
      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     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.
o     Articulate benefits to customer.

COURSE OUTLINE
Introduction
o     Level 1 Review Exercise
o     HP's Networking Strategy
o     Information Flows and Generic Services
o     Probing for Network Needs
o     Pre-survey Meeting
o     HP's Networking Strategy
o     Scenarios, Services, and Links
o     Case Study Development
o     Proposal Presentation
o     Competition

TESTING PROCESS
In-class skills evaluation.

FORMAT:        Classroom, using exercises and simulations.
LOCATION:      Area Sales Offices
LENGTH:        7 hours
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    15 recommended
ORDERING INFO: Class scheduled by CSO Sales Force Program Manager
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   David Greene, Telnet/408 447-6864