STRATEGIC SELLING (MILLER HEIMAN)                                SR1903


This course is designed to improve the student's skills in identifying
buyer types and customer's critical success factors.  It will help the
student to recognize what motivates key decision makers.

STUDENT PROFILE:
Sales Representatives

PREREQUISITES:
Students must have a minimum of 9 months HP selling experience and have
completed Conceptual and Tactical Selling prior to attending this
course.

Prestudy sent upon registration.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Identify four types of buyers;
o     Demonstrate what motivates different buyer types;
o     Identify critical success factors;
o     Develop business strategies to address the critical success
      factors.

COURSE OUTLINE:
Unit 1     Strategic Selling
           - The Basic Elements

TESTING PROCESS:
In class skills evaluation.

FORMAT:         Lecture, lab
LOCATION:       Determined at scheduling time according to geographical
                location of attendees.
LENGTH:         2 days
AVAILABILITY:   Obtain current quarterly calendar from Field
                Development Manager
EQUIPMENT LIST: N/A
CLASS SIZE:     N/A
ORDERING INFO:  N/A
QUESTIONS?:     Field Development Manager