BEATING THE COMPETITION                                          SR2801

IBM and DEC Multiuser Systems
Originally broadcast as a live teleclass in August 1991, SR2801 is
designed to enable students to differentiate HP and HP's multiuser
solutions from those of DEC and IBM.  Industry consultants from the
Aberdeen Group and Gartner Group comment on the differentiators and
weaknesses of IBM and DEC.  HP Marketing managers offer responses to
common competitive objections.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants
focused on multiuser systems sales.

PREREQUISITE:
"Selling Against the Competition" Competitive Binder (P/N 5091-1888E).
Copies can be ordered from LDC.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Articulate key HP differentiators against IBM and DEC.
o     Describe the key strengths and weaknesses of IBM and DEC.
o     Anticipate and respond to competitive challenges made by IBM and
      DEC.

COURSE OUTLINE:
Part 1:     Introduction
Part 2:     DEC
            Differentiators & Weaknesses
            Overcoming objections
            Q & A
            Quiz
Part 3:     IBM
            Differentiators & Weaknesses
            Overcoming objections
            Q & A
            Quiz
Part 4:     Conclusion
Part 5:     Open Q & A

TESTING PROCESS:
Quizzes included throughout the program.  To access Mastery Test, send
an HPDesk message:

     To:     Fieldtest ADMIN
     Subject:     SR2801
A score of 80% or better represents satisfactory completion.

FORMAT:        Student workbook and videotape
LOCATION:      Not applicable
LENGTH:        4 hours
AVAILABILITY:  8/91
LANGUAGE:      English
EQUIPMENT:     VHS videotape player and TV

CLASS SIZE:    Not applicable
ORDERING INFO: Order videotapes and workbook by sending an HP Desk
               message to Carol Grant at HPTV, HP0000, specify program
               number S1684 and PAL or NTSC format.
QUESTIONS:     Contact your CSO Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   David Greene, Telnet/408 447-6864