VALUEVISION ASSOCIATES ANNOUNCES THREE NEW SALES TRAINING COURSES

ValueVision Associates announces three new sales and sales management courses for sales managers who face challenges in the tough economy due to stalled decisions, accessing decision-making power, and identifying a prospect's business issues.

SAN DIEGO, Calif. - October 9, 2002 - ValueVision Associates announces three new sales and sales management courses for sales managers who face challenges in the tough economy due to stalled decisions, accessing decision-making power, and identifying a prospect's business issues. The courses are: Value Selling Mini-MBA, Value Selling Pipeline Review and Forecasting, and Value Selling Account Management.

The Value Selling Mini-MBA course prepares the sales executive to have a business conversation with the business decision-making level. This course allows sales executives to build a base of business acumen that provides them with the knowledge and confidence to successfully approach senior business executives and engage them in a productive business conversation.

The Value Selling Pipeline Review and Forecasting workshop is designed to enable managers to understand the keys to developing consistent forecasting behaviors and accurate forecasting results from their salespeople. This workshop breaks the myth that accurate forecasting is a "black art" and beyond the grasp of the average salesperson.

Value Selling Account Management (VSAM) supports the use of Value Selling in major opportunities. It will enable large multi-national or multi-location sales teams to work together more efficiently and effectively. The integration of key components of the Value Selling Framework into the VSAM application enables sales teams to leverage the power of Value Selling in accelerating the closing of their major opportunities.

"Sales people are able to improve the effectiveness of their own personal sales process without having to discard the things that already work for them," says Lloyd Sappington, Creator of the Value Selling process, and co-founder of ValueVision Associates. "All three of these courses build on existing knowledge and skills and helps sales people to sharpen their focus on the fundamental ingredients of a successful sales transaction."

About ValueVision Associates
ValueVision Associates, creators of the Value Selling framework, is the leader in delivering a dialogue-driven sales process to improve sales performance in high technology and professional service organizations. The Value Selling framework is an easy, repeatable, formula-based sales methodology that retools customer-centered teams with a sales process that uncovers the executive decision maker's critical business issue, links it to your company's solution, and drives home the unique, compelling value of working with you, and you alone. Companies using the Value Selling framework include:Cisco Systems, Dell Computer, Gartner, Kodak, Novell, and Toshiba. For more information, visit www.valueselling.com or call (858) 509-0395.