Winning in Discrete Manufacturing                                 SR230

This workshop teaches the student how to apply the industry and product
knowledge acquired in the Level 1 Manufacturing Fundamentals Series of
self-paced courses.

STUDENT PROFILE:
CSO sales reps, sales managers, and PSO Consultants who spend a
substantial amount of their time selling to manufacturing companies and
who have some experience selling into manufacturing accounts.

PREREQUISITES:
SR130      The Manufacturing Environment
SR134B     Applications and Solutions in Manufacturing Companies

A score of 80% or better is required on each of the above Mastery
Tests.  Prerequisite courses must be completed prior to confirmation of
registration.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Analyze information gathered during a walking tour of a
      manufacturing operation to infer issues and application needs.
o     Characterize an account by critical success factors and
      product/process mix.
o     Analyze information to determine application needs of an account.
o     Match application needs to available HP and Channel Partner
      manufacturing solutions.
o     Differentiate HP over the competition.

COURSE OUTLINE:
The class is divided into the following sections:

Unit 1:     Video tour of a discrete manufacturing
            plant
Unit 2:     Discrete Manufacturing Mini Case Study
     *      Call Preparation
     *      Characterize the company's manu-
            facturing operation
     *      Identify the company's most likely
            critical success factors and obstacles
            to achievement of those CSFs
Unit 3:     Identify the application needs of the
            company
     *      Identify what HP and VAB solutions
            might be appropriate
     *      Compare HP to the competition in this
            account
Unit 4:     Create a cost justification that can be
            quantified in dollars
Unit 5:     Apply HP's OpenCIM Strategy for
            Manufacturers

TESTING PROCESS:
There will be a pre and post confidence test given in the class.  Each
team will be evaluated on how they perform in the case study exercises.


FORMAT:          Classroom
LOCATION:        Held Regionally
LENGTH:          1.5 Day
AVAILABILITY:    Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:        English
EQUIPMENT:       None
CLASS SIZE:      Max. of 30 students per class
REGISTRATION:    Register via your Training Program Integrator (TPI)
QUESTIONS:       Contact your Sales Force Program Manager or Country
                 Education Manager
PROJECT MGR:     Ann Shuman, Telnet/508 436-5079