ACCOUNT MANAGEMENT PROGRAM (AMP)                                 SR491


The Account Management Process (AMP) is a four-phase program that
provides the student with an in-depth, well-researched account plan
that is approved and supported by the customer and HP sales management.
AMP1 is the data collection phase where pertinent information is
collected for development of the account plan.  AMP2 is the phase where
this information is analyzed and high-potential opportunities in the
account over the next three years are identified.  AMP3 is the actual
development of the plan; and AMP4 is where the account plan is
presented to the HP assigned executive for the account.  Once the plan
is approved in AMP4 it is presented to the customer for approval.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
are selling to selected end user accounts in the Global and Major
Account categories and who are active on the account for a significant
percentage of their time.

PREREQUISITES:
Must be an active member of the account team.  Participation is by
invitation of the relevant Global/Major Account Manager Participants
are required to bring with them all information they have about their
account.  Pre-course instruction will be sent with the enrollment
instructions.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Thoroughly research and understand their account and its needs
      for information technology products and services.
o     Prepare a professional account plan to HP standards.
o     Review the account plan with HP management to gain agreement to
      its required resources and implementation.

PROGRAM OUTLINE:
AMP 1:     Data Collection (self-paced workbook)
AMP 2:     Account Analysis Session (2.5 Days)
AMP 3:     Account Plan Development Session (2.5 Days)
AMP 4:     Presentation of Plan to Account Assigned Executives
           (Optional)

TESTING PROCESS:
Expert observation during sessions is done during all four phases.

FORMAT:         Classroom
LOCATION:       Field Sales Offices
LENGTH:         AMP 1: 6-8 Weeks
                AMP 2: 2.5 Days
                AMP 3: 2.5 Days
                AMP 4: Optional
AVAILABILITY:   Scheduled based upon demand.  Check Field Training
                Hotline Calendar (CL40) on HPDesk.
LANGUAGE:       English
EQUIPMENT:      None
CLASS SIZE:     Max. 24 participants; up to 3 account teams
ORDERING INFO:  AMP1 self-paced workbook: Heart I-2 order to Support
                Materials Organization (SMO/C200), Roseville, CA
                Part # 5960-7838
QUESTIONS:      Contact your Sales Force Program Manager or Country
                Education Manager
PROJECT MGR:    Chuck Battipede, Telnet/408 447-1219