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sr237.txt
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1993-05-29
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TRAINING DATA SHEET NUMBER AND TITLE:
WINNING IN THE FOOD & PACKAGED GOODS INDUSTRY SR237
_______________________________________________________________________
COURSE GOAL/ OBJECTIVE:
This intensive 3-day classroom course is highly interactive. It is
designed to teach students how to establish credibility with executive
level decision makers within the food and packaged goods industry.
Students will learn to articulate and diagnose business problems
across the entire industry supply chain, and identify opportunities
for HP solutions.
STUDENT PROFILE:
CSO sales representatives, sales management, and PSO consultants who
call on food and packaged goods accounts.
PREREQUISITES:
Prestudy materials sent upon registration.
SR1310 Food and Packaged Goods Industry Fundamentals
A score of 80% or better on the above Mastery Test represents
satisfactory competition.
STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o Analyze supply/demand dynamics and explain how these drive a
company's strategic objectives and critical success factors.
o Discuss critical business issues facing R&D, marketing,
manufacturing and logistics executives within food and packaged
goods firms.
o Analyze target account for a major obstacle or new opportunity
to present penetration strategy.
o Evaluate potential process improvement areas and technology
needs critical to assisting clients in supply chain management.
COURSE OUTLINE:
Unit 1: Strategic Planning Process and Annual Report Analysis
Unit 2: Marketing Function and Case Study
Unit 3: R&D Function and Case Study
Unit 4: Manufacturing Function and Case Study
Unit 5: Logistics/Distribution Function and Case Study
Unit 6: Supply Chain Analysis
Unit 7: HP Win
Unit 8: Presentation by Industry Executive
Unit 9: Consultant/SR brainstorm on account penetration
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. Team taught by industry experts
LOCATION: Field Sales Offices
LENGTH: 3 Days
AVAILABILITY: 1/93
LANGUAGE: English
EQUIPMENT: None
CLASS SIZE: 25 maximum, 18 minimum
REGISTRATION: Register via your Training Program Integrator (TPI)
QUESTIONS: Contact your Sales Force Program Manager or Country
Education Manager
PROJECT MGR: Jane Seligson, Telnet/408-447-7363
______________________________________________________________________