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Solution Provider Series: Beat Hewlett-Packard (HP)
Cross-Product: Sales
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Code
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SXW82
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Version
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3
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Format
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Online
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Language
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English
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Availability Date
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Wednesday, August 11, 2004
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Duration
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2 hours
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Audience
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Business Partner, Lenovo and IBM employees,
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Available
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Worldwide |
Description Updated
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Thursday, April 21, 2005
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What is new in this Version?
This course includes updated material, such as:
Information on HP as a company
Data on HP strengths and weaknesss
Comparisons of HP and Think products and manageability tools
Information on HP sales tactics and how to defend against them
Sales questions
Customer references
Sales tools and resources
(April 2005) Course update: Be sure to review the online course update that discusses the recent corporate changes and challenges that HP is facing.
What are the benefits of this course?
This course will provide students with information on HP as a company and the sales strategies it employs, as well as pointers for defending against these tactics and methods for selling the competitive advantages of Think offerings.
Who should take this course?
IBM Business Partners, Lenovo sales representatives, and anyone else interested in learning how to better compete with HP should take this course.
What are the course, skills, or knowledge prerequisites?
(Students must meet the prerequisites in order to fully achieve the course learning objectives.)
In order to realize the full value of this course, we recommend general PC industry knowledge and/or the successful completion of PC Basics (MXW01).
Identify the attributes that make HP a tough competitor in the PC marketplace and explain how to counter these strengths
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List HP weaknesses and discuss how you can capitalize on these shortcomings
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Compare and contrast HP offerings with Think offerings
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Discuss offensive tactics, HP sales strategies, and methods you can use to counter these strategies
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Leverage Lenovo sales resources to beat HP in a competitive situation
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What topics are covered?
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HP company overview
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| Offensive strategies against HP |
| HP sales tactics and defensive strategies |
| Resources |
Recommended follow-up courses:
(Please refer to our training roadmaps for the suggested training path.)
Making ThinkVantage Technologies Come Alive (SXI76)
Solution Provider Series: Beat Dell (SXW80)
Additional Course Formats:
None.
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First-time users must Register in order to enroll in a web course
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Registered users start this web course now
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