WINNING IN RETAIL                                               SR232B

The goal of this class is to enable the student to confidently qualify
and penetrate a retail account, uncover needs, differentiate HP, and
present a store automation solution that meets the retailer's needs.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
sellto retail accounts.

PREREQUISITES:
SR1300     Retail Industry Fundamentals
SR1301B     Retail Environment: Technology, Solutions, and Competition
A score of 80% or better is required on each of the above Mastery Tests
to attend the Level 2 classroom training.
Students are sent a target retail account questionnaire which must be
completed and brought to class.

RECOMMENDED READING:
SR1909     Finance Basics for Selling

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to do these
tasks:
o     Analyze account information to determine possible opportunities
      in a retailer and plan potential approaches to account
      penetration.
o     Recognize the meaning and value of key performance indicators
      (KPIs) such as gross margin and inventory turn.
o     From a tour of a retail store and study of available account
      information, including KPIs, identify possible applications and
      technology needs in a retailer.
o     Given retail account information, identify potential business
      goals, CSFs and business needs.
o     Given a retail account, discuss the strengths and weaknesses of
      HP's competition, especially IBM and NCR.

COURSE OUTLINE:
The class is divided into the following sections:
Unit 1:     Merchandising Principles
Unit 2:     Account Analysis Example
Unit 3:     Tour of a Retail Store
Unit 4:     Store Configuration Exercise
Unit 5:     Case Study
Unit 6:     Individual Account Exercise
Unit 7:     New Selling Model
Unit 8:     Retail CIO

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 exercises.


FORMAT:        Classroom

LOCATION:      Check Field Training Hotline calendar (CL40) on HPDesk
LENGTH:        3 days
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    Maximum 25
REGISTRATION:  Register via your Training Program Integrator (TPI)
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Laurel Pavesi, Telnet/408 447-7577