WINNING IN THE ENGINEERING ENVIRONMENT                           SR2202

This course develops the skills needed to recognize and qualify
opportunities for Engineering applications.

STUDENT PROFILE:
CSO sales reps, sales management, and PSO Consultants with little or no
experience selling to the Engineering function.

PREREQUISITES:
SR126     Engineering Fundamentals
SR1213     The Engineering Environment
SR125     Graphics Fundamentals

Prerequisites courses must be completed prior to confirmation of
registration.  Students must score 80% or better on the mastery test
for the individual prerequisite courses, or complete the comprehensive
pre-test (PRE2202).

RECOMMENDED READING:
SR134B     Applications & Solutions in
          Manufacturing Companies-Unit2

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Explain business goals, CSFs, obstacles and implications facing
      management in MCAD, ECAD, CASE and scientific and engineering
      analysis markets.
o     Demonstrate in MCAD, ECAD, CASE and S&EA (scientific and
      engineering analysis) a knowledge of customer process, cost cycle
      and buying criteria.
o     Identify and competitively position HP/VAB solutions for
      Engineering.
o     Construct questions for the Engineering, MCAD, ECAD and CASE
      Managers to determine the Engineering function's goals, CSFs,
      obstacles, and implications to those obstacles to identify sales
      opportunities.
o     Describe the difference between an engineering workstation and a
      Commercial computer and be able to explain key graphics
      capabilities of workstations and the benefits they provide to our
      customers.
o     Analyze three top opportunities in each of the application areas.
o     Explain how world-class manufacturing companies use Concurrent
      Engineering as a tool to better their linkages between
      departments and, therefore, increase their time-to-market.

COURSE OUTLINE:
Unit 1:     The Engineering Environment/Concurrent
            Engineering
Unit 2:     Opportunities & Solutions for S&EA
Unit 3:     Opportunities and Solutions for MCAD
Unit 4:     Opportunities and Solutions for ECAD
Unit 5:     Opportunities and Solutions for
            Software Development

TESTING PROCESS:
Competency testing through expert observation.

FORMAT:          Classroom
LOCATION:        Ft. Collins
LENGTH:          3 days
AVAILABILITY:    Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:        English
EQUIPMENT:       None
CLASS SIZE:      24 Maximum
REGISTRATION:    Register via your Training Program Integrator (TPI)
QUESTIONS:       Contact your CSO Sales Force Program Manager or
                 Country Education Manager
PROJECT MGR:     Ann Shuman, Telnet/508 436-5079