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sr230.txt
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1993-03-26
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Winning in Discrete Manufacturing SR230
This workshop teaches the student how to apply the industry and product
knowledge acquired in the Level 1 Manufacturing Fundamentals Series of
self-paced courses.
STUDENT PROFILE:
CSO sales reps, sales managers, and PSO Consultants who spend a
substantial amount of their time selling to manufacturing companies and
who have some experience selling into manufacturing accounts.
PREREQUISITES:
SR130 The Manufacturing Environment
SR134B Applications and Solutions in Manufacturing Companies
A score of 80% or better is required on each of the above Mastery
Tests. Prerequisite courses must be completed prior to confirmation of
registration.
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o Analyze information gathered during a walking tour of a
manufacturing operation to infer issues and application needs.
o Characterize an account by critical success factors and
product/process mix.
o Analyze information to determine application needs of an account.
o Match application needs to available HP and Channel Partner
manufacturing solutions.
o Differentiate HP over the competition.
COURSE OUTLINE:
The class is divided into the following sections:
Unit 1: Video tour of a discrete manufacturing
plant
Unit 2: Discrete Manufacturing Mini Case Study
* Call Preparation
* Characterize the company's manu-
facturing operation
* Identify the company's most likely
critical success factors and obstacles
to achievement of those CSFs
Unit 3: Identify the application needs of the
company
* Identify what HP and VAB solutions
might be appropriate
* Compare HP to the competition in this
account
Unit 4: Create a cost justification that can be
quantified in dollars
Unit 5: Apply HP's OpenCIM Strategy for
Manufacturers
TESTING PROCESS:
There will be a pre and post confidence test given in the class. Each
team will be evaluated on how they perform in the case study exercises.
FORMAT: Classroom
LOCATION: Held Regionally
LENGTH: 1.5 Day
AVAILABILITY: Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE: English
EQUIPMENT: None
CLASS SIZE: Max. of 30 students per class
REGISTRATION: Register via your Training Program Integrator (TPI)
QUESTIONS: Contact your Sales Force Program Manager or Country
Education Manager
PROJECT MGR: Ann Shuman, Telnet/508 436-5079