SELLING TO ELECTRONICS MANUFACTURING COMPANIES                   SR336

This course is designed to increase your ability to sell at the
executive level in electronics accounts.  During this sales simulation
you will call on account executives, identify application opportunities
and integration needs, select a solution and present a compelling
business case for that solution.  You will be competing against other
districts in your area to win the customer order.

STUDENT PROFILE:
CSO sales representatives, sales management, and PSO Consultants who
are >50% focused on electronics manufacturers and with a minimum 3
years experience in this industry.  Electronics manufacturers include
commercial electronics manufacturers, aerospace/defense and
semiconductor/components companies.

PREREQUISITES:
CSO sales reps must attend with their sales management


STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Customize and deliver the "HP Strategy for Electronics
      Manufacturing" presentation to key account executives and
      decision-makers.
o     Leverage HP's leadership and best practices in electronics
      products design, manufacturing and distribution to differentiate
      HP as a preferred business partner.
o     Assess the strengths and potential objections for an HP/VAB
      solution (hardware, software, system, service, etc.)
o     Select the appropriate value-added services to include in the
      solution.
o     Compare the account's financial information to determine business
      conditions that will impact the account's technology purchase
      decisions.
o     Analyze the account's system architecture strategy to uncover
      enterprise requirements and position the HP solution within the
      account's system architecture strategy.
o     Use standard metrics to measure the operation of a department.
      Compare the department's success to industry norms to uncover
      opportunities.
o     Prepare a cost justification for the HP solution based on the
      account's financial decision criteria.
o     Present the HP solution benefits in light of the customer's
      specific business goals.

COURSE OUTLINE:
o     Analyze Account Information
o     Conduct Sales Calls
o     Select a Solution
o     Counter competitive threats
o     Present the Solution

TESTING PROCESS:

Pre and post-confidence assessment questionnaire, as well as competency
testing through expert observation.

FORMAT:        Classroom
LOCATION:      Region Field Offices
LENGTH:        3 days
AVAILABILITY:  Q1 '93
LANGUAGE:      English
EQUIPMENT:     None
CLASS SIZE:    Maximum 24
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