WINNING WITH CSO PRODUCTS AND SERVICES (WCPs)                   SR2802

Upon completion of this course, the student will be able to communicate
in a professional sales manner HP's Computer Strategy, articulate key
competitive differentiators, identify customer business goals and
critical success factors, and map HP solutions to the customer's
identified business needs.

STUDENT PROFILE:
CSO sales trainees, CSO sales representatives, sales management, and
PSO consultants.

PREREQUISITES:
Students must have taken:

SR183 NewWave Computing Technology Fundamentals, SR1803 Information
Technology and the MIS Environment, SR1213 The Engineering Environment,
SR162B Mass Storage Technology, SR164B Mass Storage Peripheral
Products, SR171 Network Technology Basics, SR172B Network Product
Basics, SR173 Working With Networking Basics, SR187 UNIX Basics, SR188B
HP 9000 Business Server Solutions, SR189B HP 3000 Fundamentals, SR184
System Performance Fundamentals, SR122B Workstation Primer, SR1211C HP
Apollo 9000 Series 700 Self-Study Guide, SR125 Graphics Fundamentals,
SR1220 X-Station Fundamentals, SR1200 CASE Fundamentals

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

Additional materials will be sent by class manager at time of
registration.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, the student will be able to:
o     Explain the business goals, critical success factors, and key
      obstacles facing today's CEOs, CIOs, MIS Directors, and VPs of
      Engineering.
o     Present an overview of HP's organization, product lines, position
      in the marketplace, and worldwide presence.
o     Articulate HP's Computer Strategy, Networking Strategy, and
      Support Program.
o     Tailor HP's strategy message to the account, and present it to
      account executives.
o     Translate customer needs into an integrated HP solution.
o     Configure and size an HP 3000 and HP 9000 Series 800 / 700
      computer solution.
o     Articulate why a prospect should chose HP over major competitors.
o     Overcome competitive and customer objections by emphasizing HP
      differentiators.

COURSE OUTLINE:
Day 1:     Decker Course: Focused Presentations Workshop
Day 2:     HP Computer Strategy, HP 3000 Series 900, Meeting Customer
           Needs
Day 3:     HP 9000 Series 800, Peripherals
Day 4:     HP 9000 Series 700
Day 5:     Networking Strategy, Winning with Networks (SR271B)
Day 6:     HP 3000 Configurations
Day 7:     HP 9000 Series 800 Configurations
Day 8:     HP 9000 Series 700 Configurations, Support Services
Day 9:     Why Choose HP over the competition?
Day 10:    HP Platforms Positioning, Call to Action



TESTING PROCESS:
Entrance to the class will be determined by a combination of mastery
testing for each pre-requisite course via HPDesk and an entrance exam
administered in class. During the class, you will be evaluated on
several presentations, Case Study proposals and configurations.

FORMAT:        Facilitated Classroom and Case Studies
CLASS SIZE:    16 Maximum, 8 Minimum
LOCATION:      Sales Schools and regional offices in Asia Pacific
REGISTRATION:  Register via your Training Program Integrator (TPI)
LENGTH:        10 Days
ORDERING INFO: For information on ordering prestudy kit, contact Ginny
               Pyle at: Telnet/408 447-1496
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
PROGRAM MGR:   Terry Iverson, Telnet/408 447-4662
EQUIPMENT:     None