WINNING WITH THE HP 3000                                         SR2803

The Winning with the HP 3000 class is designed to facilitate a thorough
understanding of the HP 3000/900 computer system family.

STUDENT PROFILE:
CSO sales reps, sales managers and PSO Consultants

PREREQUISITES:

SR189B     HP 3000 Fundamentals

Configuring the HP 3000 self-study workbook (sent to students prior to
class). To order prerequisite course (SR189B) order part # 5960-1623
from Support Materials Organization (SMO/C200) in Roseville, CA via
Heart I-2 order.

STUDENT PERFORMANCE OBJECTIVES:

Upon completion of this course, students will be able to:
o     Given a prospect profile, describe how the HP 3000 can meet the
      needs of that prospect.
o     Deliver the HP 3000 customer presentation to a given prospect and
      articulate the HP differentiators.
o     Size and configure the HP 3000 system.
o     Identify when it is appropriate to sell the HP 3000/900 and when
      it is appropriate to sell the HP 9000/800.

COURSE OUTLINE:
Unit 1:     Overview of the HP 3000/900.
Unit 2:     Case Studies in Group.
Unit 3:     When to Sell HP-UX, When to Sell MPE/iX
Unit 4:     HP 3000 Networking/Connectivity
Unit 5:     HP 3000 Customer Presentation
Unit 6:     Customize and Role Play the Customer  Presentation
Unit 7:     HP 3000 Configuration Rules
Unit 8:     Differences Between 9X7, 980, and CS 99X  Families
Unit 9:     Current HP 3000/900 Promotions

TESTING PROCESS:

Self-Assessment Test included in the workbook.  To access Mastery Test,
send an HPDesk message:

     To:          Fieldtest ADMIN
     Subject:     SR189B


A score of 80% or better represents satisfactory completion.

FORMAT:        Classroom lecture, group role playing.
LOCATION:      Not applicable
LENGTH:        1.5 days
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    Minimum 16
REGISTRATION:  Register via your Training Program Integrator (TPI)
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Terry Iverson, Telnet/408 447-4662