TRAINING DATA SHEET NUMBER AND TITLE:
 
FOOD AND PACKAGED GOODS INDUSTRY FUNDAMENTALS                  SR1310
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COURSE GOAL/ OBJECTIVE:
This self-paced workbook is divided into eight individual modules.
Although small in page number, the modules are very rich in content.
The student is presented industry terms, critical success factors, an
understanding of a Food and Packaged Goods (F&PG) manufacturing
organization, and key industry trends.
 
STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
call on food and packaged goods accounts.
 
PREREQUISITES:
None
 
STUDENT PERFORMANCE OBJECTIVES:
Students will be able to perform the following upon completion of
the respective modules:
 
Module 1:  Introduction to Process Manufacturing
           Part Number: 5960-7860
         o Discuss the nature of process manufacturing in contrast
           to discrete manufacturing.
         o Discuss differences in the business objectives between
           process and discrete manufacturers.
         o Recognize the unique needs of process manufacturers.
 
Module 2:  Introduction to F&PG Industry
           Part Number: 5960-7861
         o Discuss the size and composition of the F&PG industry
           by segment.
         o Describe the major competitors in the Food, Beverage,
           Tobacco, and Consumer Chemicals industry.
         o Describe general industry trends that affect all segments
           of the F&PG industry.
 
Module 3:  Introduction to F&PG Industry
           Distribution System and Supply Chain
           Part Number: 5960-7862
         o Describe the flow of products from manufacturer to
           customer in F&PG Distribution Network.
         o Identify the customers at the end of the channel
           and why retailers have gained more power in the
           distribution channel.
 
Module 4:  Introduction to F&PG Organizations
           Part Number: 5960-7863
         o Describe F&PG organizations and objectives used to
           evaluate company performance.
         o Explain some of the measures used to evaluate
           company performance.
 
Module 5:  F&PG Industry marketing Function
           Part Number: 5960-7864
         o Describe the product development process, product
           management, sales, and market research within the
           marketing function.
         o Describe the CSFs, IT applications and benefits.
 
Module 6:  F&PG Industry R&D Function
           Part Number: 5960-7865
         o Describe the changing role of R&D in the 90's.
         o Identify key decision makers and primary responsibilities
           within R&D.
         o Describe the CSFs and IT applications in R&D.
 
Module 7:  F&PG Industry Manufacturing Function
           Part Number: 5960-7866
         o Identify major trends and areas of opportunity within
           the manufacturing function.
         o Identify the factors critical to competing successfully
           in the F&PG enterprise.
         o Describe IT applications in manufacturing and their
           benefits.
 
Module 8:  F&PG Logistics/Distribution Function
           Part Number: 5960-7867
         o Identify major tends and opportunities within the
           distribution and logistics environment.
         o List the primary responsibilities of the various
           organizational structures/functions within the
           distribution and logistics function.
         o Identify success factors, applications and their benefits
           critical to distribution and logistics.
 
COURSE OUTLINE:
See Student Performance Objectives. To order all eight modules to
SR1310 as one set, specify Part Number: 5960-7870
 
TESTING PROCESS:
There are no tests associated.  However, There is a mastery (entrance
exam) for Level 2, SR237 "Winning in the Food and Packaged Goods
Industry" which covers material presented from all eight modules.
 
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FORMAT:         Self-paced modules
LOCATION:       Not applicable
LENGTH:         4-5 Days
AVAILABILITY:   1/93
LANGUAGE:       English
EQUIPMENT:      None
ORDERING INFO:  Heart I-2 Order from Support Materials Organization
                (SMO-C200), Roseville, CA
                Module part numbers listed in Student Performance
                Objectives; Complete set = Part #5960-7870
QUESTIONS:      Contact your Sales Force Program Manager or Country
                Education Manager
PROJECT MGR:    Jane Seligson, Telnet/408-447-7363
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