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Resellers Capitalize On Novell Product Solutions Through New Concentrated PowerSell Sales Training "Courselets" Resellers Acquire The Essential Tools and Skills To Position Novell Products to Non- Technical Decision Makers PROVO, Utah -- September 30, 1997 -- Novell, Inc. today announced a new series of concentrated three-hour training courses for resellers, called Novell PowerSell™ Courselets™. Courselets teach resellers about current Novell technologies, how they are relevant to product solutions and how to implement them into the sales cycle -- valuable information when selling multiple product lines of complex technical products to non-technical decision makers. "Novell is dedicated to building our partners' businesses and PowerSell is yet another way we are accomplishing that goal," said Bob Puissant, vice president and general manager of Novell Education. "By keeping our resellers current on Novell products and how they fit in heterogeneous environments, they are able to recommend the best solutions to the customer." The first Courselet, Selling BorderManager, provides intensive training for BorderManager, the industry's first integrated suite of directory-based network services that centrally manages, secures and accelerates user access to information at every network border. This Courselet teaches resellers how to position Border Manager to non-technical decision makers. The next Courselet will be Selling IntranetWare and Windows NT Integration, which teaches how to position Novell product solutions in customer environments considering or containing substantial NT investments. Courselets are designed to complement the two-day PowerSell solutions sales training and CNS (Certified Novell Salesperson) certification which resellers have credited for increased sales on average of 17 percent, 30 days following the training. "While the two-day PowerSell course offers resellers broad techniques and comprehensive product overviews necessary to understanding solutions-based selling, Courselets provide in-depth instruction on specific solutions and concentrate on how those products relate to different sales situations," said Chuck Welsh, PowerSell Program Manager for Novell. "The common ground is that they are both held in a highly-interactive environment and provide resellers with the tools and techniques to sell more product and stronger solutions." "Novell PowerSell Courselet training has the salesperson in mind," said Randy Everett, sales representative for Uinta Business Systems who recently participated in a pilot BorderManager Courselet session. "In a short amount of time, I became knowledgeable about a product that was just released. With this advanced training, I can confidently field calls from my clients as soon as they hear about a product, rather than scramble for answers. Typically, this type of training is not offered until at least a month after the product has been released, long after the client inquiries have been made." With pilot sessions already in progress, the Novell PowerSell Courselets are scheduled for general release this month and will be offered at Novell offices worldwide. New Courselets will be introduced frequently, providing the most up-to-date information on new and existing Novell products. Courselet information and schedules may be obtained by contacting any Novell office or through e-mail at powersell@novell.com. Founded in 1983, Novell (NASDAQ: NOVL) is the world's leading provider of network software. The company offers a wide range of network solutions for distributed network, Internet, Intranet and small-business markets. Novell Education and technical support programs are the most comprehensive in the network computing industry. Information about Novell's complete range of products and services can be accessed on the World Wide Web at http://www.novell.com.
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