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Power Tools 1993 November - Disc 2
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Power Tools Plus (Disc 2 of 2)(November 1993)(HP).iso
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sr2813.txt
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TRAINING DATA SHEET NUMBER AND TITLE:
Differentiating the HP 3000 Series 900 SR2813
_______________________________________________________________________
COURSE GOAL/ OBJECTIVE:
This 2 part, 3 1/2 hour teleclass is designed to enable Channel Partner
SRs to "take the offensive" selling HP 3000 business solutions against
UNIX servers, PC LANs and IBM's AS/400. Part 1 focuses on building
a strategy and product knowledge foundation on the HP 3000 product
line, key features and benefits. Part 2 focuses on articulating
appropriate HP differentiators and responding to competitor claims.
Program participants include an industry consultant, Channel Partner
SRs and HP 3000 Series 900 Marketing Managers.
STUDENT PROFILE:
Channel Partner SRs and sales managers who have HP 3000 Series 900
sales opportunities. HP CSO SRs with a need for cross-training on the
HP 3000.
PREREQUISITES:
The self-paced course SR189 HP 3000 Fundamentals is required reading.
This course will be mailed to students one week after the teleclass
registration deadline. A Mastery Test is available for this course.
Channel Partners can access the test by calling (408)447-1448.
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
Part 1
o Identify key factors that make up the HP 3000 Series 900 "Worry-free,
Business Critical Computing" strategy.
o Identify key features, functionality, and customer benefits of the
HP 3000 product line.
o Position within the family each model of the HP 3000 Series 900
product line.
o Given a customer scenario, make a preliminary selection of the
appropriate member of the HP 3000 product line.
Part 2
o Describe HP 3000 key differentiators for the commercial multiuser
system market.
o Respond to competitive challenges made by UNIX vendors, PC LAN
vendors and IBM during a business solution sale.
COURSE OUTLINE:
Part 1:
HP 3000 Differentiators
HP 3000 Strategy & Product Line Overview
Knowing the HP 3000
Choosing the Right HP 3000 Series 900
Part 2:
Why Lead with HP 3000?
How to Support your Choice of HP 3000 over UNIX
How to Support your Choice of HP 3000 over IBM's AS/400
How to Support your Choice of HP 3000 over PC LANs
Q & A
Mastery Test
TESTING PROCESS:
A Mastery Test is available for students who wish to have their
participation recorded as part of their training history.
_______________________________________________________________________
FORMAT: Interactive Teleclass
LOCATION: HP Sales Offices
LENGTH: 3 1/2 Hours
AVAILABILITY: 5/19/93
LANGUAGE: English
EQUIPMENT: N/A
CLASS SIZE: Not Applicable
ORDERING INFO: Register by calling the Training Registrar at
1-800-TRAINYU. The registration deadline is
4/8. Video tapes will be available from Carol
Grant/HP0000 at HPTV following the broadcast.
QUESTIONS: Contact the Training Registrar at 1-800-
TRAINYU.
PROJECT MGR: Laurel Pavesi
Telnet/408 447-7577
_______________________________________________________________________