The Retail Environment:  Technology, Solutions and Competition  SR1301B

This course teaches the student to confidently identify store
automation needs for retail accounts and formulate workable solutions
for those needs.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
call on retail accounts.

PREREQUISITE:
SR1300     Retail Industry Fundamentals
A score of 80% or better on the above Mastery Test represents
satisfactory completion.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of the course, students will be able to:
o     Describe existing and emerging retail technologies and their
      impact on store operations.
o     Describe HP products and solutions for the retail environment.
o     Describe the retail market segments, important trends and key
      performance indicators.
o     Describe the HP OpenSTORE architecture
o     Identify the strengths and weaknesses of HP, IBM, NCR, DEC, and
      Fujitsu-ICL.
o     Describe the retailers buying cycle and a typical HP sales cycle.
o     Describe the main in-store applications for the retail sector and
      their benefits.


COURSE OUTLINE:
Unit 1:     Selling to Retailers
Unit 2:     Retail Market Segments
Unit 3:     Retail Technologies
Unit 4:     HP OpenSTORE
Unit 5:     Retail Applications and Solutions
Unit 6:     HP & the Competition
Questions are posed at the end of each unit to help students assess
their understanding of the material.

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

     To:          Fieldtest ADMIN
     Subject:     SR1301B
A score of 80% or better represents satisfactory completion.


FORMAT:          Self-paced workbook
LOCATION:        Not applicable
LENGTH:          4 Hours
AVAILABILITY:    5/92
LANGUAGE:        English
EQUIPMENT:       None
CLASS SIZE:      Not applicable
ORDERING INFO:   Heart I-2 Order from Support Materials Organization
                 (SMO/C200), Roseville, CA Part # 22894-90013
QUESTIONS:       Contact your Sales Force Program Manager or Country
                 Education Manager
PROJECT MGR:     Laurel Gran Pavesi Telnet/408  447-7577