STRATEGIC SELLING (Miller Heiman)                             SR292


This course is designed to look at the buyer selling relationship.  The
focus is on customer needs, both organizational and personal.  It will
help students recognize what motivates key decision makers.


STUDENT PROFILE:
Sales representatives and technical consultants from all HP sectors.

PREREQUISITES:
Students must have a minimum of 6 months selling experience, and must
currently have assigned accounts.

PRESTUDY:
Three current sales situations.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o    Identify four types of buyers.
o    Demonstrate what motivates different buyer types.
o    Develop business strategies to address customer's personal and
     business needs.

COURSE OUTLINE:
Unit 1    Strategic Selling
          - The Basic Elements
Unit 2    Presentation and Evaluation of Account Strategies

TESTING PROCESS:   In-class skills evaluation.
FORMAT:            Classroom lecture and lab.
LOCATION:          Sales Schools in Cupertino, CA and Toronto, Canada
LENGTH:            2 days
AVAILABILITY:      Check Field Training Hotline for schedule.
EQUIPMENT LIST:    None
CLASS SIZE:        12 Maximum, 6 Minimum
Registration:      Register on TMS via your Training Program Integrator
QUESTIONS?:        Contact your Sales Force Program Manager or Country
                   Education Manager.
PROJECT MGR:       Terry Iverson, Telnet (408) 447-4662