Novell Launches Worldwide Training and Industry's First Product Sales
Certification Program

PerfectSell Courses and Materials Available Now

SAN JOSE, California--October 10, 1995--Responding to customer and partner
requests, Novell, Inc. today announced the industry's first comprehensive
product sales training and certification program. Designed specifically
for Novell and channel sales representatives, the PerfectSell sales
training and corresponding Certified Novell Salesperson (CNS)
certification program consists of solutions-oriented courses and an
innovative array of sales tools that address the full range of Novell
products.

Successful completion of the PerfectSell courses and certification exam
results in a sales representative's earning the Certified Novell
Salesperson designation. In providing Novell channel salespeople with the
same product sales training as Novell employees, Novell ensures customer
confidence with the product knowledge of a Certified Novell Salesperson
associated with a reseller, distributor or systems integrator.

Today's announcement signals a dramatic enhancement to the way Novell
channel partners receive product sales training. "Novell has always been
the leader in providing in-depth technical training seminars and courses.
That leadership is now strengthened with a formal, sustained sales
training curriculum," said Joe Marengi, executive vice president of
worldwide sales for Novell. "We have responded to the field's request for
hard-hitting, to-the-point sales training that will differentiate them
from competitors."

Lee Klepinger, director of product sales training for Novell Education,
said, "With this new program, Novell PerfectSell sales instructors are
being deployed worldwide for direct training delivery to our field and
partner sales representatives. This training and certification program
extends Novell literacy to the realm of product sales training."
Novell-authorized technical training, which has long been a hallmark of
Novell, will educate more than 750,000 student customers in fiscal 1995 on
Novell technologies, and is offered through Novell's 1,450 Novell
Authorized Education Centers (NAECs) around the globe.

CNS also joins Novell's holistic certification program offerings: the
Master Certified Novell Engineer certification for developing enterprise
solutions; the Certified Novell Engineer for servicing and supporting
networking and network applications; the Certified Novell Administrator
for administering networking and network applications; and the Novell
Productivity Specialist for ensuring end user applications productivity.
Add to this list Certified Novell Salesperson, the industry's only sales
certification ensuring product sales knowledge.

"Our customers' networks are exponentially increasing in complexity and
their expectations of us map to that growth," said Richard Johnson,
president of Accudata/USConnect-Houston, a Novell Authorized Platinum
Reseller. "They require professional salespeople who are certified to
represent vendor solutions. Novell's new PerfectSell training and CNS
certification will help customers to identify the most competent
salespeople and allow us to distinguish ourselves from competitors."

Diagnostic/Prescriptive Testing Saves Valuable Time

Unique to the PerfectSell program is a set of diskettes which allow
salespeople to "test out" of any course and receive specific feedback on
areas that need improvement. Each locally administered course includes a
"diagnostic/prescriptive" test which results in a printed certificate of
completion or instructs salespeople to review and re-test areas needing
improvement, prior to retesting. The result is faster certification and
productive time made available back on the job.

"Certified Novell Salesperson"--A Valuable Differentiator

After successfully completing or testing out of all PerfectSell courses,
sales representatives can earn the CNS certification by passing a final
mastery test administered by Sylvan/Drake Testing Centers. By becoming a
Certified Novell Salesperson, sales representatives can address customer
needs by selling Novell solutions, rather than product features and
functionality.

Self-Paced and Instructor-Led Courses Available Worldwide

Self-paced courses, available in printed workbook format, lay the
foundation for a series of instructor-led courses. Technology Fundamentals
is a self-study workbook series that delivers an introduction to computers
and local area networking. Understanding Novell Solutions is also a
self-study workbook series that focuses on the broad range of Novell
solutions for all kinds of users, from stand-alone PCS to networking and
messaging solutions.

Instructor-led courses are being made available in most major cities
worldwide. Selling Novell Solutions offers small- to medium-sized business
solutions, as well as direction on creating and managing networks. Novell
Corporate Solutions focuses on large and enterprise business solutions
through integrating Wide Area Network (WAN) solutions. In addition, New
Product Workshops are half-day modules that introduce new and future
product solutions from Novell, as well as technology and solution
strategies.

Innovative Sales Tools

The Novell Sales Reference Library is a complete reference kit for selling
Novell solutions, including the Novell Buyer's Guide, Product Sales
Guides, a marketing CD-ROM disk, and several other sales tools. In
conjunction with the Understanding Novell Solutions self-paced course, a
powerful new series of sales tools will be provided in the QuickLook Book.
All sales tools focus on assisting the sales representative in identifying
customer problems and increasing their sales opportunities.

Pricing and Registration

To order PerfectSell sales tools and self-paced materials: in North
America, call 800-346-6855 or 801-373-6779; in South America, call
1-801-373-6779; in Europe, call 31-411-619-103; and in Asia Pacific, call
1-801-373-6779. For instructor-led classes, in North America, call
800-235-4779; in South America, call 612-897-0967; in Europe, call
31-3480-84652; and in Asia Pacific, call 61-2-320-5498. PerfectSell
courses and tools sell for between US$25 and US$65 each. For more
information about Novell Education programs, visit Novell's World Wide Web
site at http://www.novell.com.
 
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