CHARLOTTE, NC (January 7, 2004) - The Printing Industry of the Carolinas, Inc. (PICA) will sponsor the "Graphic Arts Sales Foundation Five-Day Sales Institute," March l5-l9. The 2004 GASF Sales Institute will focus on cutting-edge selling techniques as old traditional sales and management techniques just don't work in today's new marketplace. In this innovative and intense program there will be "no secrets" or "quick fixes," only practical, actionable lifetime skills. The Sales Institute is taught by leading industry practitioners working with clients on a daily basis so real-world case histories are utilized illustrating the use of program principles in one's daily work. Highlights of the Sales Institute: Effective steps to the development of "new business," essential to the survival of a company; methods of obtaining a greater share of existing customers' business; selling of distribution services (different from traditional selling); update on the industry (information no one else is tracking); and overcoming the "price" issue. In addition, attendees will discover the tools for selling at "the top" of an organization and answer the question, "Who is the ideal customer?" As an added benefit, participants of the GASF/PICA Five-Day Sales Institute will earn 40 academic credits toward the designation Certified Graphic Arts Sales Representative (C.G.A.S.R.). The graphic arts industry's first professional certification program, designed exclusively for graphic arts sales professionals, was introduced by the Graphic Arts Sales Foundation. Presented by Dick Gorelick, President, Graphic Arts Sales Foundation, the Five-Day Sales Institute is appropriate for CEOs, sales managers, and sales representatives and will be held at The PICA Education Center, 360l Rose Lake Drive, Charlotte, NC. The cost includes five days of instruction plus all handouts and workbook and 40 credits toward the Certified Graphic Arts Sales Representative designation. It is: $l,250 for PICA members and $l,500 for non-members. For more information or to register, contact Judy M. Warren-Miller at (6l0) 43l-9780. Early registration is recommended since attendance is capped in order to provide a customized program for attendees. The Printing Industry of the Carolinas, Inc. (PICA) is a trade association representing the graphic communications industry in North and South Carolina. North Carolina ranks as the l4th largest state print market in the United States with l,047 total printing establishments and 27,342 employees. South Carolina ranks 30th in the nation with 392 establishments and 9,742 employees. PICA is headquartered in Charlotte, NC.