SELLING TO STATE AND LOCAL GOVERNMENT                             SR335

This course will enable the student to confidently call on major U.S.
Government agencies (Type A or B accounts) and win sales for HP by
successfully partnering with the customer throughout the pre-
procurement and the procurement process.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
call on U.S. state or local government accounts. This course is
designed for sales representatives who have some experience selling
into these types of accounts.

PREREQUISITES:
SR1302     State and Local Government Industry Fundamentals
A score of 80% or better is required on each of the above Mastery Tests
to attend the Level 2 classroom training.

RECOMMENDED READING:
SR1303B     HP, VAB and Competitive Solutions
          for State and Local Government
SR1801      Mainframe Environment Solutions

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Develop a pre-procurement contact strategy that includes all
      levels of the decision process.
o     Influence the RFP specifications so that there is an opportunity
      to bid a mainframe alternative solution.
o     Partner with the client and influence definition of the
      procurement evaluation model.
o     Anticipate and respond to competitive pressures within the
      account.
o     Build a RFP response that exceeds the customer's expectations and
      can withstand a competitive protest.

COURSE OUTLINE:
This sales simulation is based on a case study.  Retired government
executives play the roles of the account's management team.  The class
is divided into sales teams.  Each sales team calls on the account.
They work through the following steps of the government sales process:

Step 1:     Preprocurement Marketing
Step 2:     Budget Hearing
Step 3:     Executive Sales Calls
Step 4:     Pre-Bid Conference
Step 5:     Team Presentations
Step 6:     Evaluation & Feedback


TESTING PROCESS:
There will be a pre and post confidence test given in the class.  Each
individual will receive feedback on his or her executive sales calls.
Each team will be evaluated on their final presentation.

FORMAT:         Classroom
LOCATION:       Check Field Training Hotline Calendar (CL40) on HPDesk.
LENGTH:         2 Days
AVAILABILITY:   Check Field Training Hotline Calendar (CL40) on HPDesk.

LANGUAGE:       English
EQUIPMENT:      None
CLASS SIZE:     Maximum 25
REGISTRATION:   Register via your Training Program Integrator (TPI)
QUESTIONS:      Contact your Sales Force Program Manager or Country
                Education Manager
PROJECT MGR:    Laurel Pavesi, Telnet/408 447-7577