PARTNERING WITH YOUR CUSTOMERS                                  SR2902

This program consists of lectures on financial management which are
complemented by a computer-based business simulation.  During the
simulation exercise, teams of Sales Representatives and PSO Consultants
will each manage a large corporation in a competitive business
environment over the course of four simulated years of activity.

STUDENT PROFILE:
CSO sales trainees, CSO sales representatives and PSO consultants

PREREQUISITES:
SR1909     Finance Basics for Selling

Prestudy is sent to student upon registration

A score of 80% or better on Mastery Test for SR1909 represents
satisfactory completion.

STUDENT PERFORMANCE OBJECTIVES:
Upon completion of this course, students will be able to:
o     Understand the complexities of business decision making in terms
      of functional interrelationships, bottom-line financial impacts,
      and the constant trade-offs between short- and long-term
      performance.
o     Better understand their customers' business strategies, the basic
      driving forces within their customers' industries, and the
      implications for the sales process.
o     Use financial analysis skills in analyzing opportunities in
      creating customer value.
o     Enable the student to deal more effectively with upper-level
      decision makers.
o     Position themselves as business partners rather than vendors.
o     Translate performance value to customer financial value.

COURSE OUTLINE:
Day 1:     Review of Concepts
           Financial Statement Analysis
           First Simulation
Day 2:     Analysis Exercise
           Second Simulation
           Third Simulation
Day 3:     Fourth Simulation
           Student Presentations
           Feedback

TESTING PROCESS:
In class observation and successful completion of the simulation.

FORMAT:        Facilitated classroom with computer-based simulations.
LOCATION:      Sales Schools
LENGTH:        3 Days
AVAILABILITY:  Check Field Training Hotline calendar (CL40) on HPDesk
LANGUAGE:      English
EQUIPMENT:     4 PCs and 4 printers will be used for the simulation
               during the class.
CLASS SIZE:    16 maximum, 8 minimum
REGISTRATION:  Register via your Training Program Integrator (TPI)
QUESTIONS:     Contact your Sales Force Program Manager or Country
               Education Manager
PROGRAM MGRS:  Dave Holly, TN/416 678-3238; Terry Iverson,
               TN/408 447-4662