Chemical/Pharmaceutical Industry Fundamentals                     SR132

The goal of this self-paced course is to introduce the basic industry
terms, trends, critical success factors, company organization, and
manufacturing processes common to chemical/pharmaceutical accounts.

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

PREREQUISITE:
SR130     The Manufacturing Environment
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     Name the major market segments and products within this industry.
o     Name the dominant players.
o     Describe a typical organization's key functional operations,
      goals and critical success factors.
o     Describe typical industry plant layouts and production processes,
      the basic steps in the design and manufacture of products, and
      the major manufacturing operations control issues.
o     Describe business and technology trends within the industry.

COURSE OUTLINE:
Unit 1:     Segmenting the Industry
Unit 2:     Production Processes and Control
Unit 3:     Company Structure and Organization
Unit 4:     Industry Trends

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

     To:     Fieldtest ADMIN
     Subject:     SR132
A score of 80% or better represents satisfactory completion.

FORMAT:        Self-paced workbook
LOCATION:      Not applicable
LENGTH:        3 Hours
AVAILABILITY:  11/90
LANGUAGE:      English
EQUIPMENT:     None
class Size:    Not applicable
ORDERING INFO: Heart I-2 Order from Support Materials Organization
               (SMO/C200), Roseville, CA Part # 22894-90003
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Jane Seligson Telnet/408 447-7363