The Initial CASE Sales Call - A Survival Guide                  SR1201

The goal of this course is to provide the basic knowledge to complete a
successful initial CASE sales call in order to increase CASE
workstation sales.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
actively sell or support sales in CASE workstation markets.

PREREQUISITES:
SR122B     Workstation Primer
SR1200     CASE Fundamentals Primer
A score of 80% or better on the above Mastery Tests represents
satisfactory completion.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Identify the characteristics of customer situations with basic
      CASE sales potential.
o     Describe the problems and needs of the typical system development
      environments, and the appropriate HP CASE solutions.
o     Describe the problems and needs of the typical embedded
      development environments, and the appropriate HP CASE solutions.
o     Recognize and qualify a viable sales opportunity.
o     Anticipate and handle typical questions and sample objections.
o     Match needs and problems to appropriate HP CASE solutions.
o     Interest the customer enough to gain a commitment to go on to the
      next step in the sales cycle.

COURSE OUTLINE:
Unit 1:     Identifying and Qualifying Potential CASE Customers

Unit 2:     The Software Development Environment

Unit 3:     Small and Medium Development Groups

Unit 4:     Large Development Groups

Unit 5:     The Embedded Development Environment


TESTING PROCESS:
Self-Assessment Test included in the workbook.  To access Mastery Test,
send an HPDesk message:

     To:          Fieldtest ADMIN
     Subject:     SR1201
A score of 80% or better represents satisfactory completion.


FORMAT:          Self-paced workbook
LOCATION:        Not applicable
LENGTH:          4 hours

AVAILABILITY:    10/90
LANGUAGE:        English
EQUIPMENT:       None
CLASS SIZE:      Not applicable
ORDERING INFO:   Heart I-2 Order from Support Materials Organization
                 (SMO/C200), Roseville, CA  Part # A1909A-90003.
QUESTIONS:       Contact your Sales Force Program Manager or Country
                 Education Manager
PROJECT MGR:     Ann Shuman Telnet/508 436-5079