THE EXECUTIVE AND COMPETITIVE SELLING PROCESS:
ADVANCED TACTICS                                                 SR2918

This course is designed to advance the sales cycle through an
examination of the critical tactics required to gain control of the
competitive environment in an account and secure the business.
Emphasis is placed on developing skills to gain access to key
executives in accounts, build executive credibility, develop a mentor
relationship with key individuals, and inoculate against a competitor's
strategy and anticipate tactics.

STUDENT PROFILE:
CSO sales representatives, sales managers, and PSO consultants.

PREREQUISITES:
The Executive and Competitive Selling Process - Advanced Strategies.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Learn the nature of a political conflict in an account.
o     Gain access to and build credibility with key executives.
o     Build and protect a solid base of support through executive
      proposals and competitive inoculation.
o     Formalize and present sales plan.
o     Test sales plans using competitive counter-analysis.

COURSE OUTLINE:
Unit 1:     Target Account Penetration
            - Executive Access
            - Executive Credibility
Unit 2:     Target Account Development
            - Identifying Supporters
            - Developing Mentors
Unit 3:     Target Account Positioning
            - Executive Presentations/Proposals
            - Competitive Inoculation
Unit 4:     Target Account Implementation
            - Sales Plan Presentations
            - Competitive Counter-analysis

TESTING PROCESS:
In-class skills evaluation.  Post-class reinforcement process.


FORMAT:        Facilitated classroom with workshops
LOCATION:      Field sales offices
LENGTH:        2 days
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    25 maximum, 20 minimum
REGISTRATION:  Register via your Training Program Integrator (TPI)
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROJECT MGR:   Chuck Battipede Telnet/408 447-1219, or Judy Coughlin
               Telnet/203 659-6033