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WINNING IN THE ENGINEERING ENVIRONMENT SR2202
This course develops the skills needed to recognize and qualify
opportunities for Engineering applications.
STUDENT PROFILE:
CSO sales reps, sales management, and PSO Consultants with little or no
experience selling to the Engineering function.
PREREQUISITES:
SR126 Engineering Fundamentals
SR1213 The Engineering Environment
SR125 Graphics Fundamentals
Prerequisites courses must be completed prior to confirmation of
registration. Students must score 80% or better on the mastery test
for the individual prerequisite courses, or complete the comprehensive
pre-test (PRE2202).
RECOMMENDED READING:
SR134B Applications & Solutions in
Manufacturing Companies-Unit2
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o Explain business goals, CSFs, obstacles and implications facing
management in MCAD, ECAD, CASE and scientific and engineering
analysis markets.
o Demonstrate in MCAD, ECAD, CASE and S&EA (scientific and
engineering analysis) a knowledge of customer process, cost cycle
and buying criteria.
o Identify and competitively position HP/VAB solutions for
Engineering.
o Construct questions for the Engineering, MCAD, ECAD and CASE
Managers to determine the Engineering function's goals, CSFs,
obstacles, and implications to those obstacles to identify sales
opportunities.
o Describe the difference between an engineering workstation and a
Commercial computer and be able to explain key graphics
capabilities of workstations and the benefits they provide to our
customers.
o Analyze three top opportunities in each of the application areas.
o Explain how world-class manufacturing companies use Concurrent
Engineering as a tool to better their linkages between
departments and, therefore, increase their time-to-market.
COURSE OUTLINE:
Unit 1: The Engineering Environment/Concurrent
Engineering
Unit 2: Opportunities & Solutions for S&EA
Unit 3: Opportunities and Solutions for MCAD
Unit 4: Opportunities and Solutions for ECAD
Unit 5: Opportunities and Solutions for
Software Development
TESTING PROCESS:
Competency testing through expert observation.
FORMAT: Classroom
LOCATION: Ft. Collins
LENGTH: 3 days
AVAILABILITY: Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE: English
EQUIPMENT: None
CLASS SIZE: 24 Maximum
REGISTRATION: Register via your Training Program Integrator (TPI)
QUESTIONS: Contact your CSO Sales Force Program Manager or
Country Education Manager
PROJECT MGR: Ann Shuman, Telnet/508 436-5079