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sr1307.txt
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1993-03-26
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SELLING CONSULTING SOLUTIONS SR1307
The goal of this Level 1 course is to enable the student to understand,
describe, and differentiate HP's consulting offering. Special emphasis
is placed on three key areas of consulting: Networking, Migration, and
Manufacturing.
STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants
PREREQUISITES:
None
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o Identify opportunities to sell HP consulting.
o Describe the features and benefits of HP Consulting, giving
special attention to Migration, Networking, and Manufacturing
consulting.
o Describe the principles guiding HP's consulting framework and the
benefits this strategy offers customers.
o Describe the strengths, weaknesses and selling strategies of
industry dominant competitors and partners.
o Differentiate HP's solutions from the competition.
o Deliver a customer presentation which articulates HP's strategy
and consulting offerings as an effective means for addressing
customer business needs.
COURSE OUTLINE:
Preface and Introduction
Unit 1: Understanding and Selling Consulting
Unit 2: Network Consulting
Unit 3: Manufacturing Consulting
Unit 4: Migration Consulting
Unit 5: Differentiating HP Consulting
Unit 6: HP Consulting Services Message
Appendices
TESTING PROCESS:
Self-Assessment Test included in the workbook. To access Mastery Test,
send an HPDesk message:
To: Fieldtest ADMIN
Subject: SR1307
A score of 80% or better represents satisfactory completion.
FORMAT: Self-paced workbook, audio tape and support materials
LOCATION: Not applicable
LENGTH: 4 Hours
AVAILABILITY: 5/92
language: English
EQUIPMENT: Audio cassette tape player
CLASS SIZE: Not applicable
ORDERING INFO: Heart I-2 order from Support Materials Organization
(SMO/C200), Roseville, CA Part # 5960-7841
QUESTIONS: Professional Services Division Telnet/415 691-5451
PROJECT MGR: Robert Cruz Telnet/415 691-5819