APPLICATIONS AND SOLUTIONS IN MANUFACTURING COMPANIES           SR134B

In today's competitive environment, the areas of time-to-market, time
to delivey, an product quality requre manufacturers to integrate tasks
and information throughout the enterprise.  This course will enable the
sales rep to understand the needs and recognize opportunities in a
manufacturing company.

STUDENT PROFILE:
CSO sales reps and PSO Consultants who sell to manufacturing companies
in the functional areas of: Office, Engineering, or Manufacturing.
Those who have completed SR134 should also complete SR134B as this
edition has been greatly expanded and updated.

PREREQUISITES:
1.     One of the following, depending on your sales focus:
       SR130      The Manufacturing Environment
       SR1213     The Engineering Environment
2.     Each of the following industry workbooks in
       your particular (discrete or process) focus:
       Discrete Manufacturing:
       SR131      Automotive/Heavy Equip. Fund.
       SR137B     Electronics Industry Fund.
       SR138      Aerospace/Defense Industry
                  Fundamentals
       Process Manufacturing:
       SR132      Chemical/Pharmaceutical
                  Industry Fundamentals
       SR139      Packaged Goods Industry
                  Fundamentals


STUDENT PERFORMANCE OBJECTIVES:

Upon completion of this course,
students will be able to:

o     Describe the major trends creating the need for integration of
      functions within a manufacturing company.

o     For each of the functions of Research and
      Development, Manufacturing, Sales &
      Marketing, and Logistics/Distribution describe:
      - the market
      - target users
      - hot buttons
      - opportunities for integration
o     Describe applications found in Research and
      Development, Sales and Marketing, and
      Logistics/Distribution.
o     Describe the greatest opportunities for
      integration in each application area.

COURSE OUTLINE:
Unit 1:     Introduction
Unit 2:     Applications within Research and
            Development
Unit 3:     Applications within Manufacturing
Unit 4:     Applications within Sales and
            Marketing


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

     To:          Fieldtest ADMIN
     Subject:     SR134B
A score of 80% or better represents satisfactory completion.

FORMAT:        Self-paced workbook
LOCATION:      Not applicable
LENGTH:        6 hours
AVAILABILITY:  1/92
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    Not applicable
ORDERING INFO: Heart I-2 Order from Support Materials Organization
               (SMO/C200), Roseville, CA Part # 22894-90005
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Denis Garcia Telnet/508 436-5059