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Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso
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sr1802.txt
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1993-03-26
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LEADING YOUR CUSTOMERS TO OPEN SYSTEMS SR1802
This course is designed to give students the knowledge and tools
required to motivate targeted customers to accelerate their move to
Open Systems.
STUDENT PROFILE:
Senior Management selected CSO sales reps, sales managers and PSO
Consultants with a new business focus
PREREQUISITES:
Crisis in Technology by John J. Donovan
This textbook is sent to all participants upon registration.
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of the course, students will be able to:
o Describe the business goals which drive customer executives to
Open Systems.
o Recognize the difference between a strategic and tactical
customer application.
o Identify strategic application opportunities for your customers.
o List the 3 major strengths of UNIX.
o Recognize the key management challenges facing MIS Directors who
have both centralized and decentralized computing environments.
o Characterize the 3 major strengths and weaknesses of an IBM and
DEC computing environment.
o Motivate a customer to accelerate their move to Open Systems with
HP.
o Recognize both the HP and customer process of working with CT
Group.
COURSE OUTLINE:
o Your Opportunity, Your Customer's Goals
o Selling Strategic Applications
o Why Open Systems?
o Your Customer's Management Environment
o Your Customer's Computing Environment (The Competition)
o Why HP? (Including an application demo for an SR problem)
o Your Application (HP's Unique Opportunites)
o Your Empowerment (Role playing with Professor Donovan)
o CTGroup/HP Relationship
TESTING PROCESS:
None
FORMAT: Classroom lecture, demonstrations, and role playing
LOCATION: Cambridge Technology Group, Cambridge, MA
LENGTH: 2.5 Days
AVAILABILITY: Check Field Training Hotline calendar (CL40) on HPDesk
EQUIPMENT: None
CLASS SIZE: Approx. 150 students per class
ORDERING INFO: Contact your Field Sales Management to enroll
QUESTIONS: Contact your Sales Force Program Manager or Country
Education Manager
PROGRAM MGR: John Spindler, Telnet/617 221-5003