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Text File  |  1993-03-26  |  2KB  |  61 lines
  1. HP, VAB, and Competitive Solutions for State and Local
  2. Government                                                     SR1303B
  3.  
  4. This course enables the student to confidently recommend appropriate
  5. solutions to their U.S. state and local government prospects and
  6. counter competitive claims.  The 1992 update (rev. B) of this course
  7. added 12 new HP VAB solutions.
  8.  
  9. STUDENT PROFILE:
  10. CSO sales representatives, sales management, and PSO consultants who
  11. call on U.S. state and local government accounts.
  12.  
  13. PREREQUISITE:
  14. SR1302     State and Local Government Industry Fundamentals
  15. A score of 80% or better on the above Mastery Tests represents
  16. satisfactory completion.
  17.  
  18. STUDENT PERFORMANCE OBJECTIVES:
  19. Upon completion of the course, students will be able to:
  20. o     Compare and contrast HP/VAB solutions with
  21.       the competitors' VAB solutions.
  22. o     Compare and contrast HP's strengths and
  23.       weaknesses to those of the competition.
  24. o     Match HP/VAB solutions to the customer
  25.       needs they address.
  26. o     Counter competitive claims with reasons to
  27.       buy HP solutions.
  28. o     Describe how to work with Systems
  29.       Integrators.
  30.  
  31. COURSE OUTLINE:
  32. Unit 1:     HP & the Competition
  33. Unit 2:     Teaming with Systems Integrators
  34. Unit 3:     Positioning Government Solutions
  35. Unit 4:     Mini Case Studies
  36. Questions are posed at the end of each unit to help students assess
  37. their understanding of the material.
  38.  
  39. TESTING PROCESS:
  40. Self-Assessment Test included in the workbook.  To access Mastery Test,
  41. send an HPDesk message:
  42.  
  43.      To:     Fieldtest ADMIN
  44.      Subject:     SR1303B
  45. A score of 80% or better represents satisfactory completion.
  46.  
  47. FORMAT:          Self-paced workbook
  48. LOCATION:        Not applicable
  49. LENGTH:          4 Hours
  50. AVAILABILITY:    2/92
  51. LANGUAGE:        English
  52. EQUIPMENT:       None
  53. CLASS SIZE:      Not applicable
  54. ORDERING INFO:   Heart I-2 Order from Support Materials Organization
  55.  
  56.                  (SMO/C200), Roseville, CA Part # 22894-90015
  57. QUESTIONS:       Contact your Sales Force Program Manager or Country
  58.                  Education Manager
  59. PROJECT MGR:     Laurel Pavesi Telnet/408 447-7577
  60.  
  61.