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‘BTA Sales Management Workshop’ Set for March 11-12

5 Feb, 2008

‘BTA Sales Management Workshop’ Set for March 11-12

Kansas City, MO - On March 11-12 in Columbus, Ohio, the Business Technology Association (BTA) and Strategy Development, a management consulting and advanced sales training firm, will host the inaugural “BTA Sales Management Workshop” — a two-day educational opportunity for office technology dealerships. Taught by Tom Callinan of Strategy Development, this intense workshop will provide dealer principals and sales managers at all levels a framework and tools so they can develop their sales employees and drive new business and more “share of wallet” in current accounts. This interactive workshop will help attendees form a business plan that they can implement upon returning to their dealership.

Among the topics covered in this two-day course: recruiting and selection; on-boarding and training; retention; individual development plans; territory design and territory management; account planning; quality field time; how to build a proposal that sells; and effective prospecting.

Tom Callinan has spent more than 20 years in the imaging business. In 1987, he founded Copifax Inc. and spent 10 years as CEO of the company before it was acquired by IKON in 1997. Callinan was president of IKON's New York City marketplace, where he increased revenues from $47 million to $60 million over a three-year period. Ultimately, he served as VP/GM for IKON's East region where he was responsible for 1,300 sales executives and more than 200 sales managers with a $1.4 billion revenue budget. He formed Strategy Development www.strategydevelopment.org in 2006.

For more information or to register for the workshop, visit www.bta.org or call (800) 505-2821.

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