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IPA Announces Consultative Selling Workshop Details for 2007 IPA Business Development Conference

Press release from the issuing company

Edina, MN - November 13, 2006 - IPA, The Association of Graphic Solutions Providers, has added consultative selling expert Debra Voigt Swann to its lineup of presenters for the 2007 IPA Business Development Conference, January 25-27, 2007 at the Camelback Inn, Scottsdale, Arizona. Voigt Swann will lead an interactive workshop to examine "CustomerCentric Selling", a consultative sales process that helps salespeople communicate with customers and facilitate the customer's buying process. The workshop will teach salespeople how to ask directed questions that will help customers understand how the supplier's offerings can be used to help customers achieve their goals, solve their problems, and satisfy their needs. This interactive workshop includes instruction, group participation, and a real-life case study of the consultative selling process in action at a graphic communication company. Debra Voigt Swann has 20 years' experience in manufacturing and high-tech industries including the graphic arts division of 3M Company and the data storage business unit of Imation Corporation. While at Imation, she introduced and implemented Solution Selling which had a significant impact on the improved business results. The IPA Executive Forum and Business Development Conference will provide attendees with practical knowledge, strategies and tactics for building upon an existing base of business as their companies add new services and set their sights on new markets. Critical trends, an examination of the client's perspective, market segmentation and consultative selling are highlights of an event that examines the realities of succeeding in today's graphic communication industry.