BASIC SALES TRAINING I                                           SR1912

The Basic Sales Training I program is the first in a series of clases
available to teach the necessary core skill competencies required to be
an effective sales representative or PSO consultant.

STUDENT PROFILE:
CSO Field Sales Trainees, CSO Sales Reps and PSO Consultants

PREREQUISITES:
Profile completed as pre-work before The Versatile Salesperson module.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Identify the main elements of the sales process.
o     Articulate how the sales process fits with the way customers buy.
o     Start each day with a plan.
o     Create and maintain activity records for sales reporting to
      management.
o     Act as a consultative problem-solver and be able to uncover
      customer needs.
o     Proficiently identify and handle customer attitudes that can
      stymie the sales process.
o     Describe the terms and conditions and contract programs that
      would apply in a sales situation.
o     Articulate HP's Leasing and re-marketing program and why it is a
      competitive differentiator for HP.
o     Develop an effective and professional wardrobe.
o     Apply the principles of professional presence.
o     Project a professional image.
o     Articulate HP's code of ethics.
o     Identify the behavioral characteristics of assertiveness and
      responsiveness.
o     Recognize the four Social Styles, and the needs and expectations
      associated with them.
o     Learn one's own Social Style as perceived by buyers.
o     Understand the concept of versatility - developing and
      maintaining buyer comfort.
o     Apply versatility skills to manage tension.
o     Understand the purpose of business correspondence.
o     Understand the reader reaction to your business letters and
      proposals.
o     Explain yourself to get a reader to respond positively.
o     Analyze audience needs and set presentation objectives.
o     Structure presentations to meet audience needs.
o     Deliver a presentation confidently.

COURSE OUTLINE:

Day 1:     Sales Process Overview, Time ManagementDay 2:
           Professional Selling Skills
Day 3:     Professional Selling Skills (cont'd)
Day 4:     Overview of Terms & Conditions, Contract,
           Programs Overview of Leasing &
           Remarketing
Day 5:     Professional Image Business Conduct
           Issues
Day 6:     The Versatile Salesperson
Day 7:     Business Letter Writing
Day 8:     Proposal Writing, Strategies for Successful
           Presentations
Day 9      Strategies for Successful Presentations
and 10:    (continued)

TESTING PROCESS:
Random assessment during class, comprehensive test on last day.

FORMAT:        Facilitated classroom with role plays
CLASS SIZE:    20 maximum, 8 minimum
LOCATION:      Sales Schools
REGISTRATION:  Register via your Training Program Integrator (TPI)
LENGTH:        10 Days
QUESTIONS:     Contact your Sales Force Program Manager or Country
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
               Education Manager
LANGUAGE:      English
PROGRAM MGR:   Dave Holly, TN/416 678-3238; Terry Iverson,
               TN/408 447-4662
EQUIPMENT:     None