NEW eEXECUTIVE VALUESELLING COURSE LAUNCHED BY VALUEVISION ASSOCIATES

SAN DIEGO, Calif. – April 1, 2004 – ValueVision Associates, creators of the ValueSelling Framework™, announces its newest web-based course called eExecutive ValueSelling™. The eExecutive ValueSelling course provides the sales executive with the knowledge needed to be able to learn about a client's business objectives, issues and problems, hold effective meetings with executives, and position yourself to close major deals at high levels of the company.

"In order to effectively sell to executives, we need to understand our prospect's business and industry, the issues affecting that industry, and be comfortable with the language they use in their business," says Julie Thomas, President and CEO of ValueVision Associates. "Sales people don't need to become financial analysts to be effective," she says. "Basic knowledge, skills, and tools to identify opportunities are enough to get started."

In this four-hour self-paced online course, participants will focus on three key areas of effective executive selling: investigating the company and industry, predicting potential business issues and problems in the industry, and preparing for the executive meeting. The course covers what a sales executive needs to know to read financial statements and industry publications, and turn that into meaningful information to spot trends and identify key issues.

A major part of the eExecutive ValueSelling course is learning to do effective company and industry research. Participants will be led through this process by a tool called the Business Research Guide™ (BRG). Even after the course, the BRG will be a useful research guide to learn about actual customers.

"The eExecutive ValueSelling course was created to help sales executives move to a new level of selling," says Thomas. "Being able to sustain a business-level conversation that includes establishing a link between the analysis of your prospect's business and the business value your products deliver, can lead to bigger deals, fewer competitive situations, and better account control," says Thomas. "It can also position a sales representative as an advisor to executives in the company."

The eExecutive ValueSelling course complements ValueVision's eValueSelling® online course, which is a 6-hour, self-paced, online sales training course based on the popular Value Selling Framework. The ValueSelling Framework helps to develop competitive, strategic, and tactical skills to effectively manage the sales process in key accounts.

ValueVision Associates teamed with its eLearning partner, Clarity Learning Solutions, to create eExecutive ValueSelling as an engaging and effective learning experience. Clarity Learning Solutions is a leading provider of right pace, right place custom eLearning solutions that complement and extend live training offerings.

ValueVision Associates is the world's first provider of a formula-based sales process for increasing sales and business performance. ValueVision Associates equips sales executives with the right tools to access and dialogue with executive decision makers, diagnose stalled decisions, increase forecast accuracy, expand each opportunity, and reduce discounting. Training from ValueVision Associates can be delivered in a variety of formats, including classroom and online courses, workshops, and sales meetings. ValueVision Associates has offices in North America, Europe, and Asia Pacific, with headquarters in San Diego, CA.