WINNING IN ELECTRONICS MANUFACTURING COMPANIES                   SR236


This course teaches the skills required to call on electronics
manufacturing account executives.

STUDENT PROFILE:
CSO sales reps, sales management, and PSO Consultants who are 50% or
more focused on Fortune 500 Electronics Manufacturers in the U.S. or
outside the U.S. with an equivalent industry focus.  Electronics
manufacturers include commercial electronics manufacturing,
aerospace/defense and semiconductor/
components companies.

PREREQUISITES:
SR137      Electronics Industry Fundamentals
SR134B     Applications & Solutions in Manufacturing Companies

A score of 80% or better on the above Mastery Tests represents
satisfactory completion.  Prerequisite courses must be completed prior
to confirmation of registration.

RECOMMENDED READING:
SR1910     Account Management Process AMP1: Data Collection

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Assess the impact of an account's external business drivers,
      organization, and business plan on the account's information
      systems strategy and technology purchase decisions.
o     Compare the account's process, quality and time-to-market metrics
      with world class competitors to uncover opportunities.
o     Predict opportunities for strategic turnaround applications in
      your account.
o     Develop a questioning strategy to uncover product generation
      process and customer fulfillment process problems in your
      account.
o     Select appropriate sales tools and resources to use throughout
      the sales cycle.
o     Develop a sales strategy to convince your account executives to
      include HP in it's information systems planning process.

COURSE OUTLINE:
Pre-course activity:  Identify account goals/CSFs
o     The Business Plan
o     Strategic Turnaround Application Opportunities
o     Product Generation/Order Fulfillment Process
o     Metrics
o     Sales Strategies for your account

TESTING PROCESS:
Pre & Post confidence test; standard classroom evaluation.

FORMAT:        Classroom
LOCATION:      Field Sales Offices
LENGTH:        2 Days
EQUIPMENT:     None
CLASS SIZE:    18 minimum, 24 maximum
REGISTRATION:  Register via your Training Program Integrator (TPI)
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Denis Garcia, Telnet/508 436-5059
AVAILABILITY:  11/92
LANGUAGE:      English