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Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso
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sr2811.txt
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1993-09-24
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MASTERING THE MAINFRAME ALTERNATIVE OPPORTUNITY SR2811
_______________________________________________________________________
COURSE GOAL/ OBJECTIVE:
This 4 1/2 hour teleclass is designed to enable HP SRs, TCs, and Sales
Managers to be proactive at recommending alternative information
architectures to business executives in mainframe accounts that help
them achieve their business goals. This training focuses, via a case
study methodology, on establishing the added value an HP SR can bring
to a business executive through articulating four necessary links.
Participants include both industry consultants and HP experts.
STUDENT PROFILE:
HP SRs, TCs, and Sales Managers who currently have mainframe
downsizing sales opportunities.
PREREQUISITIES:
The following course is required viewing:
o SR289: Winning in the Mainframe World
The following courses are recommended reading:
o SR1801: Mainframe Environment Solutions
o SR1803: IT and the MIS Environment
o SR2909: Finance Basics for Selling
Mastery Tests are available for each of these courses.
COURSE OUTLINE:
Part 1: Opening
Part 2: Case Study #1
Q & A
Part 3: Case Study #2
Q & A
Part 4: Closing
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o Articulate the link between a company's business goals and their
obstacles to achieving those goals,
o Articulate the link between the business issues facing a company
and their current mainframe solution,
o Articulate the link between the business issues facing a company
and how an alternative solution could eliminate those obstacles,
o Articulate the link between an alternative solution and the benefits
to the business as they relate back to their business goals.
TESTING PROCESS:
The Final Exercise will include an Opportunity Profile for SRs to
complete with their District Sales Manager to qualify their MFA
prospects.
_______________________________________________________________________
FORMAT: Interactive Teleclass
LOCATION: HP Sales Offices
LENGTH: 4 1/2 hours
AVAILABILITY: 3/26/93
LANGUAGE: English
EQUIPMENT: Teleclass Room
CLASS SIZE: 1 student per VRU
ORDERING INFO: Register with your TPI. Video tapes of the broadcast
will be available via a HEART I2 from SMO.
QUESTIONS: Contact your Sales Force Program Manger
PROJECT MGR: Bill Hume
Telnet/408 447-4983
_______________________________________________________________________