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Text File  |  1993-03-26  |  2KB  |  63 lines
  1. WINNING IN THE AUTOMOTIVE/HEAVY EQUIPMENT INDUSTRY                SR235
  2.  
  3.  
  4. This course enables the student to further develop the skills required
  5. to improve HP's value-added relationship with its automotive/heavy
  6. equipment customers and make a business case for an HP solution.
  7.  
  8. STUDENT PROFILE:
  9. CSO sales reps, sales management and PSO Consultants who sell or
  10. support sales to automotive and heavy equipment manufacturers and their
  11. suppliers.
  12.  
  13. PREREQUISITES:
  14. SR131     Automotive/Heavy Equip. Fundamentals
  15. SR134B     Applications & Solutions in Manufacturing Companies
  16.  
  17. A score of 80% or better on the above Mastery Tests represents
  18. satisfactory completion.  Prerequisite courses must be completed prior
  19. to confirmation of registration.
  20.  
  21. RECOMMENDED READING:
  22. "The Machine that Changed the World" by James Womak
  23.  
  24. STUDENT PERFORMANCE OBJECTIVES:
  25. Upon completion of this course, students will be able to:
  26. o     Understand and describe the OEM's business in terms of key
  27.       business challenges including:  increased quality/reliability of
  28.       products and processes, time-to-market, and time-to-money,
  29.       continuous reduction of all enterprise costs, people productivity
  30.       (particularly knowledge workers), and aftermarket and customer
  31.       service.
  32. o     Understand and describe the automotive supplier's key business
  33.       challenges including:  supplier certification, multi-year
  34.       sourcing, OEM and industry standards, technology transfer to
  35.       transplants.
  36. o     Articulate HP's automotive strategy and why customers should
  37.       choose HP.
  38. o     Compare HP to the competition including IBM, DEC, and Sun by
  39.       identifying their strengths, weaknesses, and selling strategies.
  40.  
  41. COURSE OUTLINE:
  42. o     Understanding the Customer's Business
  43. o     Quantifying the Customer's Issues/Concerns
  44. o     Articulating HP's Automotive Strategy
  45. o     Positioning HP Against the Competition
  46.  
  47. TESTING PROCESS:
  48. Students complete pre and post confidence questionnaire.
  49.  
  50.  
  51. FORMAT:        Classroom
  52. LOCATION:      Scheduled on demand
  53. LENGTH:        2 Days
  54. AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
  55. LANGUAGE:      English
  56. EQUIPMENT:     None
  57. CLASS SIZE:    Maximum 15
  58. REGISTRATION:  Register via your Training Program Integrator (TPI)
  59. QUESTIONS:     Contact your CSO Sales Force Program Manager or Country
  60.                Education Manager
  61. PROJECT MGR:   Jim Belcher, Telnet/(508) 436-5069
  62.  
  63.