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  1. HP Apollo 9000 Series 700 Self-Study Guide                    SR1211B
  2.  
  3. To provide the learner with the ability to understand the product
  4. positioning of the new RISC based workstations within the HP product
  5. line; qualify existing and new accounts that can benefit from the RISC
  6. product line's unique capabilities; and position the Series 700
  7. products against its primary competitors.  This workbook is a revision
  8. of SR1211 and will be released in January, 1992.
  9.  
  10. STUDENT PROFILE:
  11. Fielded SF40 SRs, and TCs supporting sales workstation products.
  12. Appropriate worldwide.
  13.  
  14. PREREQUISITES:
  15. None
  16.  
  17. STUDENT PERFORMANCE OBJECTIVES:
  18. Upon completion of this course, students will be able to:
  19. o     Discuss the features and advantages of the 700 with customers.
  20. o     Identify and target Series 700 prospects.
  21. o     Neutralize competitive challenges to HP Apollo Series 700
  22.       solutions.
  23.  
  24. COURSE OUTLINE:
  25.  
  26. Unit 1:     Product Sales Strategy
  27.  
  28.             - Position with the HP RISC
  29.  
  30.             workstation product line
  31.  
  32.             - Target markets
  33.  
  34.             - Qualifying criteria
  35.  
  36.             - Pricing strategies
  37.  
  38. Unit 2:     Product Information
  39.  
  40.             - Processor/performance
  41.  
  42.             - Graphics capabilities
  43.  
  44.             - Operating Systems
  45.  
  46.             - Networking issues
  47.  
  48. Unit 3:     Competition
  49.  
  50.             - Comparison with competitors
  51.  
  52.             - Competitive advantages and potential
  53.  
  54.               pitfalls
  55.  
  56. Unit 4:     Upgrade Programs
  57.  
  58.             - Pricing and performance improvements for
  59.  
  60.               existing customers to upgrade to the new
  61.  
  62.               Series 700
  63.  
  64.  
  65.  
  66. TESTING PROCESS:
  67. Self-Assessment Test included in the workbook.  To access Mastery Test,
  68. send an HPDesk message:
  69.  
  70.      To:          Fieldtest ADMIN
  71.      Subject:     SR1211B
  72. A score of 80% or better represents satisfactory completion.
  73.  
  74. FORMAT:          Self-paced workbook
  75. LOCATION:        N/A
  76. LENGTH:          4-6 hours
  77. AVAILABILITY:    4/1/91; Rev. 1/92
  78. EQUIPMENT LIST:  N/A
  79. CLASS SIZE:      N/A
  80.  
  81. ORDERING INFO:   Heart I-2 order from Support Materials Organization
  82.                  (SMO/C200), Roseville, CA, Part # A1643-90008.
  83. QUESTIONS?:     Jim Belcher Telnet 256-7869 or (508) 256-6600
  84.                 ext. 7869
  85.  
  86.