SALES PROCESS CASE STUDY                                         SR2916


This course is designed to expose the student to the details of the
sales process as it relates to a case study opportunity.  The student
will also have the opportunity to apply all the skills and product
knowledge learned to date.

STUDENT PROFILE:
CSO field sales trainees, sales representatives, and PSO consultants

PREREQUISITES:
None

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Articulate the components of the sales process in detail.
o     Analyze data to infer customer needs.
o     Apply sales skills and product knowledge in soving a customer
      problem.

COURSE OUTLINE:
Day 1:     Overview of the Sales Process
           Contact
           Qualifying
Day 2:     Precall Planning
Day 3:     Investigate
Day 4:     Presentation
Day 5:     Close

TESTING PROCESS:
Evaluation through expert observation in class

FORMAT:       Classroom
LOCATION:     Sales Schools
LENGTH:       5 Days as part of Basic Sales Training I (SR1912)
AVAILABILITY: Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:     English
EQUIPMENT:    None
CLASS SIZE:   20 Maximum, 8 Minimum
REGISTRATION: Register via your Training Program Integrator (TPI)
QUESTIONS:    Contact your Sales Force Program Manager or Country
              Education Manager
PROJECT MGRS: Dave Holly, TN/416 678-3238; Terry Iverson,
              TN/408 447-4662