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Upcoming seminars for

VABs

Sales training for VABs

To enroll, or to find out more

The SA.L.E.S.'" Course is coming

to Hewlett-Packard sales offices

the Northeast this spring and

summer. This two-day course,

taught by Richard Chambers of

America's Return Inc., presents

the fundamentals of solution sell-

ing: Managing the Meeting,

Man-

agi:ng the Account, and Managing

Yourself. Through role-playing

scenarios, salespeople practice

proactive consultative selling

skills. Students learn to ask more

of the right questions, to look

str:itegically beyond the current

order, and to spend their time

more effectively.

The course is designed for inter-

mediate-level sales representa-

tives, though beginning can reps

benefit from the overview, and

ad-.

vanced reps may increase their

efficiency.

about the course, contact Richard

Chambers at America's Return,

800-472-5373 (toll-free in the U.S.),

4155252504 (worldwide). Regis-

tration and payment arrange-

ments can be made by phone.

Date

office location Fee*

June 25-26 Falls

church,. Virginia $495

July 9-10 Burlington, 495

Massachusetts

July 11-12 Rochester, New York 495

July 23-24 Glastonbury, 495

Connecticut

July 25-26 Valley Forge, 495

Pennsylvania

Price for three

more an'endees is

$395

per

person.

The Executive Training Series

These seminars are one day in

length and provide critical in-

sights and

successf~~l strategies

for improving your competitive

advantage. Taught

by experienced

independent consultants, all semi-

nars are priced well below indus-

try averages.

To register for any Executive

'haining Series course, or to get

more detailed course descriptions

on each class, call 800-472-5277,

ext. 62 (in the US.) or 415960-3773,

ext. 62 (worldwide). The following

are brief descriptions of each

course:

@Launching New Products (new)

In today's competitive market-

place, a well-managed, properly

executed product launch is vital

to success. In this seminar, learn

a strategic, repeatable process to

Course

Title

Fee*

manage product launches. Learn

HP50794A +001 Strategic Business Planning

$295#

how to reduce the time required

September 17

Paramus, New Jersey

to launch

new product, improve

HP50794A

002 Efficient Advertising Techniques

September 18

Paramus, New Jersey

HP50794A +003 Marketing Communications; Strategy

September 10

Naperville, Illinois

HP501794A +004 Marketing Communications. Tactics

September 11

Naperville, Illinois

HP50794A

005 Effective Sales Literature

June 26

Andover, Massachusetts

HP50794A

006 Productive Teleprospecting

August 14

Andover, Massachusetts

New courses

HP50794A

009 Launching New Products

July 16

Mountain View, California

295#

control and minimize surprises,

195+

and translate creative marketing

concepts into plans that can be

195+

both implemented and measured.

Value Pricing for Frofit (new)

195

The true meaning of marketing is

295

knowing what is of value to the

customer. Then it is up to the

marketeer to create, convey, and

295

communicate value to the cus-

tomer. This seminar ~rovides

HP50794A +010 Value Pricing for Profit

295

an analytical framework for ap

July 23

Naperville, Illinois

HP50794A

+Oll

Mining your Installed Base 295

proaching pricing problems, from

August 20

Fullerton, California

pricing new products to obtaining

premium pricing.

U.S.

list prices

#There is a discounted fee

for attending both Strategic Business Marketrhg and Efficient

Ad~terrising Techniques on consecutive days (course number HP50794A

+007).

+There is

discounted fee of

$295

for attending both Marketing Communications: Strategy and

Marketing Communications Tactics on consecutive days (course number

HP507'94A

+W8).

"S.A. L.E.S." is a trademark of America's Retunr lnc.

HP Comput~!r Update

HP VAB News June 1991

1 2 ... 15 16 17 18 19 20 21 22 23 24 25 ... 40 41

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