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  1. APPLICATIONS AND SOLUTIONS IN MANUFACTURING COMPANIES           SR134B
  2.  
  3. In today's competitive environment, the areas of time-to-market, time
  4. to delivey, an product quality requre manufacturers to integrate tasks
  5. and information throughout the enterprise.  This course will enable the
  6. sales rep to understand the needs and recognize opportunities in a
  7. manufacturing company.
  8.  
  9. STUDENT PROFILE:
  10. CSO sales reps and PSO Consultants who sell to manufacturing companies
  11. in the functional areas of: Office, Engineering, or Manufacturing.
  12. Those who have completed SR134 should also complete SR134B as this
  13. edition has been greatly expanded and updated.
  14.  
  15. PREREQUISITES:
  16. 1.     One of the following, depending on your sales focus:
  17.        SR130      The Manufacturing Environment
  18.        SR1213     The Engineering Environment
  19. 2.     Each of the following industry workbooks in
  20.        your particular (discrete or process) focus:
  21.        Discrete Manufacturing:
  22.        SR131      Automotive/Heavy Equip. Fund.
  23.        SR137B     Electronics Industry Fund.
  24.        SR138      Aerospace/Defense Industry
  25.                   Fundamentals
  26.        Process Manufacturing:
  27.        SR132      Chemical/Pharmaceutical
  28.                   Industry Fundamentals
  29.        SR139      Packaged Goods Industry
  30.                   Fundamentals
  31.  
  32.  
  33. STUDENT PERFORMANCE OBJECTIVES:
  34.  
  35. Upon completion of this course,
  36. students will be able to:
  37.  
  38. o     Describe the major trends creating the need for integration of
  39.       functions within a manufacturing company.
  40.  
  41. o     For each of the functions of Research and
  42.       Development, Manufacturing, Sales &
  43.       Marketing, and Logistics/Distribution describe:
  44.       - the market
  45.       - target users
  46.       - hot buttons
  47.       - opportunities for integration
  48. o     Describe applications found in Research and
  49.       Development, Sales and Marketing, and
  50.       Logistics/Distribution.
  51. o     Describe the greatest opportunities for
  52.       integration in each application area.
  53.  
  54. COURSE OUTLINE:
  55. Unit 1:     Introduction
  56. Unit 2:     Applications within Research and
  57.             Development
  58. Unit 3:     Applications within Manufacturing
  59. Unit 4:     Applications within Sales and
  60.             Marketing
  61.  
  62.  
  63. TESTING PROCESS:
  64. Self-Assessment Test included in the workbook.  To access Mastery Test,
  65. send an HPDesk message:
  66.  
  67.      To:          Fieldtest ADMIN
  68.      Subject:     SR134B
  69. A score of 80% or better represents satisfactory completion.
  70.  
  71. FORMAT:        Self-paced workbook
  72. LOCATION:      Not applicable
  73. LENGTH:        6 hours
  74. AVAILABILITY:  1/92
  75. LANGUAGE:      English
  76. EQUIPMENT:     None
  77. CLASS SIZE:    Not applicable
  78. ORDERING INFO: Heart I-2 Order from Support Materials Organization
  79.                (SMO/C200), Roseville, CA Part # 22894-90005
  80. QUESTIONS:     Contact your Sales Force Program Manager or Country
  81.                Education Manager
  82. PROJECT MGR:   Denis Garcia Telnet/508 436-5059
  83.  
  84.