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sr1304.txt
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1993-03-26
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WHOLESALE DISTRIBUTION Industry Fundamentals SR1304
The goal of this course is to help students gain credibility with
wholesale distribution industry prospects. The purpose of this self-
paced workbook is to introduce the basic industry terms, trends,
critical success factors, company organization, and computer
applications.
STUDENT PROFILE:
CSO sales representatives, sales management and PSO consultants who
call on wholesale distribution accounts.
PREREQUISITE:
None
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of the course, students will be able to:
o Describe a typical wholesale distribution company's goals,
critical success factors, obstacles, and the business
implications.
o Describe business and technology trends and their impact on a
wholesale distribution company.
o Describe the key computer application areas in wholesale
distribution.
o Recognize and use common terminology in the wholesale
distribution industry.
o Name the major market segments within wholesale distribution.
o Describe the organizational structure, operational functions and
responsibilities of a typical wholesale distribution company.
COURSE OUTLINE:
Unit 1: Wholesale Distribution
Unit 2: Wholesale Distribution Functions
Unit 3: Company Structure and Organization
Unit 4: Industry Trends
Unit 5: Segmenting Wholesale
TESTING PROCESS:
Self-Assessment Test included in the workbook. To access Mastery Test,
send an HPDesk message:
To: Fieldtest ADMIN
Subject: SR1304
A score of 80% or better represents satisfactory completion.
FORMAT: Self-paced workbook
LOCATION: Not applicable
LENGTH: 4 Hours
AVAILABLE: 4/91
language: English
EQUIPMENT: None
CLASS SIZE: Not applicable
ORDERING INFO: Heart I-2 Order from Support Materials Organization
(SMO/C200), Roseville, CA Part # 22894-90016
QUESTIONS: Contact your CSO Sales Force Program Manager or
Country Education Manager
PROJECT MGR: Laurel Pavesi Telnet/408 447-7577