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sr1305.txt
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1993-03-26
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HP, VAB and Competitive Solutions for wholesale distribution SR1305
This course provides the knowledge necessary to confidently recommend
appropriate solutions to their wholesale distribution prospects and
counter competitive claims.
STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
call on wholesale distribution accounts.
PREREQUISITE:
SR1304 Wholesale Distribution Industry Fundamentals
A score of 80% or better on the above Mastery Test represents
satisfactory completion.
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of the course, students will be able to:
o Compare and contrast HP's strengths and weaknesses to those of
the competition.
o Match HP/VAB solutions to the customer needs they address.
o Compare and contrast HP/VAB solutions with the competitors' VAB
solutions.
o Counter competitive claims with reasons to buy HP solutions.
COURSE OUTLINE:
Unit 1: HP & the Competition
Unit 2: HP VAB Solutions
Unit 3: Competitive VAB Solutions
Unit 4: Mini Case Studies
Questions are posed at the end of each unit to help students assess
their understanding of the material.
TESTING PROCESS:
Self-Assessment Test included in the workbook. To access Mastery Test,
send an HPDesk message:
To: Fieldtest ADMIN
Subject: SR1305
A score of 80% or better represents satisfactory completion.
FORMAT: Self-paced workbook
LOCATION: Not applicable
LENGTH: 3 Hours
AVAILABILITY: 4/91
LANGUAGE: English
EQUIPMENT: None
CLASS SIZE: Not applicable
ORDERING INFO: Heart I-2 Order from Support Materials Organization
(SMO/C200), Roseville, CA Part # 22894-90017
QUESTIONS: Contact your CSO Sales Force Program Manager or Country
Education Manager
PROJECT MGR: Laurel Pavesi Telnet/408 447-7577