SELLING HEWLETT-PACKARD SOLUTIONS (STAFF SALES SIMULATION)     SR391

SR391 is a Level 3 skills-based sales simulation which follows the HP
sales process.  During this sales simulation the CSO Field Sales
Trainee must demonstrate product knowledge, business knowledge and
sales skills by defining and solving a customer's business problem.
This course is the culmination of the trainee's staff training.

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

PREREQUISITES:
SR1912     Basic Sales Training I (or its predecessor: Phase I)
SR2912     Basic Sales Training II (or its predecessor: Phase II)
SR2802     Winning with CSO Products and
           Services (or it's predecessors: Computer
           Systems Staff Training/SR280 or
           Workstation Staff Training/SR221)
SR2902     Partnering with Your Customers

RECOMMENDED READING:
SR130     The Manufacturing Environment
SR126     Engineering Fundamentals
Students must conduct a 10-minute phone interview with the class
manager before being confirmed into this class

STUDENT PERFORMANCE OBJECTIVES:
In general, each FST is judged on his/her ability to use PAR (sales)
skills, product knowledge, process knowledge, and application
knowledge.

Upon completion of this course, students will be able to:
o     Analyze preliminary data to infer customer needs.
o     Formulate questions for the initial contact.
o     Conduct the first "face-to-face" sales call.
o     Conduct Application Survey  sales call.
o     Present evidence to demonstrate HP's ability to meet the client's
      needs.
o     Prepare a pencil proposal that best meets the client's needs.
o     Make a final presentation to the customer which includes a
      financial justification for HP's recommendations.
o     Ask for the order and manage objections.

COURSE OUTLINE:

The sales simulation is based on a case study and the HP Sales Process.
Retired executives play the roles of the account's management team.
The class is divided into sales teams.  Each sales team calls on the
account.  They work through the following steps of the HP Sales
Process:

Step 1:  Initial Contact
Step 2:  Pre-Survey Meeting
Step 3:  Application Survey

Step 4:  Evidence/Pencil Proposal
Step 5:  Final Presentation
Step 6:  Ask for the Order



TESTING PROCESS:

There will be a pre and post confidence test given in the class.  Each
team will be evaluated on how well they conduct:
o     Telephone interviews
o     Face-to-face interviews
o     Pre-Survey meeting
o     Final Presentation

FORMAT:        Classroom
CLASS SIZE:    20 Maximum, 9 Minimum
LOCATION:      Sales Schools
REGISTRATION:  Register via your Training Program Integrator (TPI)
LENGTH:        4.5 days
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
PROJECT MGRS:  Terry Iverson, Telnet/408 447-4662; Dave Holly,
               Telnet/416 678-3238
EQUIPMENT:     None