TRAINING DATA SHEET NUMBER AND TITLE:

Differentiating the HP 3000 Series 900                           SR2813
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COURSE GOAL/ OBJECTIVE:
This 2 part, 3 1/2 hour teleclass is designed to enable Channel Partner
SRs to "take the offensive" selling HP 3000 business solutions against
UNIX servers, PC LANs and IBM's AS/400.  Part 1 focuses on building
a strategy and product knowledge foundation on the HP 3000 product
line, key features and benefits.  Part 2 focuses on articulating
appropriate HP differentiators and responding to competitor claims.
Program participants include an industry consultant, Channel Partner
SRs and HP 3000 Series 900 Marketing Managers.

STUDENT PROFILE:
Channel Partner SRs and sales managers who have HP 3000 Series 900
sales opportunities.  HP CSO SRs with a need for cross-training on the
HP 3000.

PREREQUISITES:
The self-paced course SR189 HP 3000 Fundamentals is required reading.
This course will be mailed to students one week after the teleclass
registration deadline.  A Mastery Test is available for this course.
Channel Partners can access the test by calling (408)447-1448.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:

Part 1
o Identify key factors that make up the HP 3000 Series 900 "Worry-free,
  Business Critical Computing" strategy.
o Identify key features, functionality, and customer benefits of the
  HP 3000 product line.
o Position within the family each model of the HP 3000 Series 900
  product line.
o Given a customer scenario, make a preliminary selection of the
  appropriate member of the HP 3000 product line.

Part 2
o Describe HP 3000 key differentiators for the commercial multiuser
  system market.
o Respond to competitive challenges made by UNIX vendors, PC LAN
  vendors and IBM during a business solution sale.

COURSE OUTLINE:
Part 1:
         HP 3000 Differentiators
         HP 3000 Strategy & Product Line Overview
         Knowing the HP 3000
         Choosing the Right HP 3000 Series 900

Part 2:
         Why Lead with HP 3000?
         How to Support your Choice of HP 3000 over UNIX
         How to Support your Choice of HP 3000 over IBM's AS/400
         How to Support your Choice of HP 3000 over PC LANs
         Q & A

         Mastery Test


TESTING PROCESS:
A Mastery Test is available for students who wish to have their
participation recorded as part of their training history.
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FORMAT:        Interactive Teleclass
LOCATION:      HP Sales Offices
LENGTH:        3 1/2 Hours
AVAILABILITY:  5/19/93
LANGUAGE:      English
EQUIPMENT:     N/A
CLASS SIZE:    Not Applicable
ORDERING INFO: Register by calling the Training Registrar at
               1-800-TRAINYU.  The registration deadline is
               4/8.  Video tapes will be available from Carol
               Grant/HP0000 at HPTV following the broadcast.
QUESTIONS:     Contact the Training Registrar at 1-800-
               TRAINYU.
PROJECT MGR:   Laurel Pavesi
               Telnet/408 447-7577

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