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Text File  |  1993-03-26  |  2KB  |  67 lines
  1. DIFFERENTIATING HEWLETT-PACKARD WORKSTATIONS                     SR1218
  2.  
  3. This course will enable students to more effectively present Hewlett-
  4. Packard's workstation strategy and directions by learning how to:
  5. *     concisely describe HP's strategic directions in the workstation
  6.       marketplace
  7. *     respond to tough questions by customers and prospects
  8. *     differentiate HP in competitive sales situations
  9.       student profile:
  10. CSO sales representatives, sales managers and PSO consultants who
  11. support workstation sales.
  12.  
  13. PREREQUISITES:
  14. SR122     Workstation Primer
  15. SR1211     HP Apollo Series 700 Self-Study Guide
  16. A score of 80% or better on above Mastery Tests represents satisfactory
  17. completion.
  18.  
  19. STUDENT PERFORMANCE OBJECTIVES:
  20. o     Describe Hewlett-Packard's strategic directions in terms of:
  21. -     Leadership platforms
  22. -     Open Systems
  23. -     Cooperative Computing
  24. o     Describe several supporting programs including:
  25. -     Ease of Use
  26. -     Applications Availability
  27. -     Business Relationship
  28. o     Compare Hewlett-Packard's strategic directions with the
  29.       Networking strategies presented by Sun, IBM and DEC.
  30.  
  31. COURSE OUTLINE:
  32. Unit 1:     Strategic Directions Presentation:
  33.             Leadership Platforms
  34.             Open Systems
  35.             Cooperative Computing
  36. Unit 2:     Supporting Programs:
  37.             Ease of Use
  38.             Applications Availability
  39.             Business Relationship
  40. Unit 3:     Competitive Positioning:
  41.             SUN
  42.             IBM
  43.             DEC
  44. Video Transcripts
  45.  
  46. TESTING PROCESS:
  47. Self-Assessment Test included in the workbook.  To access Mastery Test,
  48. send an HPDesk message:
  49.  
  50.      To:          Fieldtest ADMIN
  51.      Subject:     SR1218
  52. A score of 80% or better represents satisfactory completion.
  53.  
  54. FORMAT:          Self-paced workbook and videotape
  55. LOCATION:        Not applicable
  56. LENGTH:          4 hours
  57. AVAILABILITY:    7/91
  58. LANGUAGE:        English
  59. EQUIPMENT:       VHS videotape player and TV
  60. CLASS SIZE:      Not applicable
  61. ORDERING INFO:   Heart I-2 order to Support Materials Organization
  62.                  (SMO/C200), Roseville, CA Part # 5960-7805 (PAL) Part
  63.                  # 5960-7802 (NTSC)
  64. QUESTIONS:       Contact your Sales Force Program Manager or Country
  65.                  Education Manager
  66. PROJECT MGR:     Jim Belcher Telnet/508 436-5069
  67.