Prior to taking this e-Course first:

1.       Complete e-Course, Introduction to Miller Heiman Strategic and Conceptual Selling 10.1

2.       Read/print/reference:

a.       Miller Heiman Strategic Selling, Part 1 - Chapters 2-4, Part 2 - Chapters 5 & 6 (provided to you by your supervisor)

b.      A copy of the Miller Heiman Blue Sheet (print landscape on 8, 1/2” X 11” paper)

c.      SOP SF 10.1 – Creating a New Customer Account in Salesforce

d.      SOP SF 11.1 – Creating a Sales Opportunity in Salesforce

e.      SOP SF 12.1 – Populating a Miller Heiman Blue Sheet for a Sales Opportunity