WHOLESALE DISTRIBUTION Industry Fundamentals                    SR1304

The goal of this course is to help students gain credibility with
wholesale distribution industry prospects.  The purpose of this self-
paced workbook is to introduce the basic industry terms, trends,
critical success factors, company organization, and computer
applications.

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

PREREQUISITE:
None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of the course, students will be able to:
o     Describe a typical wholesale distribution company's goals,
      critical success factors, obstacles, and the business
      implications.
o     Describe business and technology trends and their impact on a
      wholesale distribution company.
o     Describe the key computer application areas in wholesale
      distribution.
o     Recognize and use common terminology in the wholesale
      distribution industry.
o     Name the major market segments within wholesale distribution.
o     Describe the organizational structure, operational functions and
      responsibilities of a typical wholesale distribution company.

COURSE OUTLINE:
Unit 1:     Wholesale Distribution
Unit 2:     Wholesale Distribution Functions
Unit 3:     Company Structure and Organization
Unit 4:     Industry Trends
Unit 5:      Segmenting Wholesale

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

     To:          Fieldtest ADMIN
     Subject:     SR1304
A score of 80% or better represents satisfactory completion.


FORMAT:          Self-paced workbook
LOCATION:        Not applicable
LENGTH:          4 Hours
AVAILABLE:       4/91
language:        English
EQUIPMENT:       None
CLASS SIZE:      Not applicable
ORDERING INFO:   Heart I-2 Order from Support Materials Organization
                 (SMO/C200), Roseville, CA Part # 22894-90016
QUESTIONS:       Contact your CSO Sales Force Program Manager or
                 Country Education Manager
PROJECT MGR:     Laurel Pavesi Telnet/408 447-7577