TRAINING DATA SHEET NUMBER AND TITLE: WINNING IN THE FOOD & PACKAGED GOODS INDUSTRY SR237 _______________________________________________________________________ COURSE GOAL/ OBJECTIVE: This intensive 3-day classroom course is highly interactive. It is designed to teach students how to establish credibility with executive level decision makers within the food and packaged goods industry. Students will learn to articulate and diagnose business problems across the entire industry supply chain, and identify opportunities for HP solutions. STUDENT PROFILE: CSO sales representatives, sales management, and PSO consultants who call on food and packaged goods accounts. PREREQUISITES: Prestudy materials sent upon registration. SR1310 Food and Packaged Goods Industry Fundamentals A score of 80% or better on the above Mastery Test represents satisfactory competition. STUDENT PERFORMANCE OBJECTIVES: Upon completion of this course, students will be able to: o Analyze supply/demand dynamics and explain how these drive a company's strategic objectives and critical success factors. o Discuss critical business issues facing R&D, marketing, manufacturing and logistics executives within food and packaged goods firms. o Analyze target account for a major obstacle or new opportunity to present penetration strategy. o Evaluate potential process improvement areas and technology needs critical to assisting clients in supply chain management. COURSE OUTLINE: Unit 1: Strategic Planning Process and Annual Report Analysis Unit 2: Marketing Function and Case Study Unit 3: R&D Function and Case Study Unit 4: Manufacturing Function and Case Study Unit 5: Logistics/Distribution Function and Case Study Unit 6: Supply Chain Analysis Unit 7: HP Win Unit 8: Presentation by Industry Executive Unit 9: Consultant/SR brainstorm on account penetration 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. Team taught by industry experts LOCATION: Field Sales Offices LENGTH: 3 Days AVAILABILITY: 1/93 LANGUAGE: English EQUIPMENT: None CLASS SIZE: 25 maximum, 18 minimum REGISTRATION: Register via your Training Program Integrator (TPI) QUESTIONS: Contact your Sales Force Program Manager or Country Education Manager PROJECT MGR: Jane Seligson, Telnet/408-447-7363 ______________________________________________________________________