APRIL 1978 Circulation: 450 - Cont SALESMEN GET THE FEELING IN SUNNYVALE It was quite spectacular. For a fortnight, a rather interesting mix of brand-spankin' new salesmen, a few "retreads", a couple of NCR intelligence agents and a hopeful future salesperson participated in DPI's first formal Sales Training seminar. A Vast array of dog-and-pony shows passed in front of thirteen pair of eyes during the two weeks. The first week, every major department within DPI discussed their individual functions and plans, painting a comprehensive picture of Sunnyvale's organization. One afternoon, Norm Babcock's harem of lovely ladies sailed through the joys of Assets Administration, winding up with Jim Brewer's captivating presentation on Commissions. Week Two dealt with the real meat of sales: Keeping your foot in the door, the "Turnkey Trap," Confronting competition, and much more. DPI's sales managers, four of our sharpest cookies, spent two days in a panel discussion covering the many aspects of selling DPI systems. Bob Shrader, Les Sherman, Bob Brash and Ralph Laidlaw shared their anecdotes, mistakes and philosophies developed in almost 40 years of cumulative experience with DPI. One of the highlights of the seminar was the Customer Encounters. George Ream of Mack Trucks and Steve Newton of Bell HelicoPter presented their opinions and experience with DPI as users. Dick Miller's interpretation of his "BIG SELL" (Caterpillar Tractor) and "GOOD SELL" (Deere & Co.) left the Class members inspired. It Was not difficult to see and feel Dick's enthusiasm for DPI end his personal commitment as a salesman. The feeling was contagious. (Phrog: Look out, Fortune 5OO!) Several DPI salesmen presented summaries of other unique systems. Stan Bielak talked about the "first" MIT installation, Western Electric, Baltimore. (Phrog: Are you going to let him get away with that, Western region?) Carl Bell gave a SRO performance on the DPI systems at Caterpillar Tractor. Norm Haug explained the applications at Lufthansa. For a first try, the Sales Training seminar Was well organized and informative. Thanks to Master of Ceremonies, Ted Spitzmiller, the new salesmen are going out to the patch with d good, solid idea of the attitudes and enthusiasm that prevail in DPI.