DAVID J.

AVESIAN
PO Box 931, Vienna, Virginia 22183
(703) 682-8702
da738aea@westpost.net

CAREER OBJECTIVES
A growth position in sales/marketing/management. An opportunity to use my creat
ive and analytical skills to develop, support, and achieve short and long term g
rowth/profit objectives. Extensive experience in sales, sales management, corp
orate marketing, publishing, graphics, and printing, where I have excelled in ev
ery position held. Completely open to market new lines of products, services,
and relocation.

LEADERSHIP AND POSITIONS HELD

2008 - 2009 Administrator, Military Marketing Services, Inc., Publisher, Falls C
hurch, VA
Market military support services, travel, maps, and recreation to active and ret
ired military personnel around the globe, selling books, pamphlets, and website
services. Report directly to President.
2006 - 2007 Sales Representative, Taylor Specialty Books, Dallas, TX
Opened new market and sold book manufacturing throughout SE Region. Personal sa
les increased from $0 to $1,200,000/yr in six months in specialty books. Report
ed to VP/Sales.
2003 - 2006 Sales Representative, Worzalla Publishing Inc., Stevens Point, WI
Established Central and SE Regions selling children's book manufacturing and com
mercial printing in 16 States. Personal sales increased from $0 to $2,000,000 a
nnually. Reported to VP/Sales.
1997 - 2003 Sales Representative, Transcontinental Printing, Fairborn, Ohio/Mon
treal, Canada.
Sold commercial, book, magazine, catalog, insert, and direct mail manufacturing
and CD-Rom manufacturing/replication in 20 States. Personal sales increased fro
m $0 to $5,000,000 annually. Reported to VP of Sales as will as Divisional Pres
ident.
1990 - 1997 Sales Representative, Quebecor Printing USA, Vienna, VA
Sold book, commercial, magazine, catalog, insert, and direct mail printing in 19
states. Personal sales increased from $200,000 to $4,500,000 annually in 4 yea
rs. Reported directly to Sr. VP of Sales.

1988 - 1990 Sales Manager, Explus, Inc., Chantilly, VA

Managed four sales personnel and one telemarketer, reported directly to Presiden
t. Personally sold exhibit design and fabrication, graphic design, and museum s
ervices to corporations, foundations, and government agencies in five-state area
. Company sales grew 24.5% in first year.
Mar-Nov 1988 Vice President for Sales/Marketing, ImageMatrix, Cincinnati, OH
Managed ten sales personnel in Washington regional office, wrote contract propos
als, and personally sold full service business communications, graphic design, a
nd computer graphics. Number of corporate accounts increased 35% in six months,
including many top 100 companies, Washington, D.C. area.
1979-Mar 1988 Washington Sales Manager, BookCrafters, Inc., (now Sheridan, Inc.)
Headquarters, Chelsea, MI
Managed satellite sales office of three salespersons plus three sales assistants
and telemarketers, reported directly to V.P. for Sales and personally sold book
printing to over 250 active professional accounts in DC, VA, MD, WVA, NC, and S
C. Personal sales grew to $3,400,000 annually in eight years.
1988 - 1990 Leadership Trainer/Course Instructor, Professional Selling Skills I
II Sales Training Program (Xerox/Learning International)
Taught skills of prospecting, account qualification, probing, overcoming buyer o
bjections, and closing.
1975 - 1979 Teacher, Ann Arbor Public Schools, Ann Arbor, MI
1976 - 1977 Graduate Instructor, Psychology Department, The University of Michi
gan

EDUCATION
Office Manager Certification, The University of Virginia Continuing Education, 1
983
M.A., The University of Michigan, April 1977. Education Psychology Major, with H
onors, 4.0 GPA
B.A., The University of Michigan, December, 1974. Psychology Major, With Distinc
tion

AWARDS
Transcontinental Printing, Top Sales, SE Region, 2001, 2002
Quebecor top producer, New Accounts Closed, 1991, 1992, 1993
Class Honors at The University of Michigan, 1973, 1974, 1975, 1976
Phi Delta Kappa, Honorary Education Fraternity Board, 1977, 1978, 1979
Election to The University of Michigan Board of Governors, 1978
References Available Upon Request

Biographical Profile
David J. Avesian
PO Box 931, Vienna, Virginia 22183
(703) 682-8702
da738aea@westpost.net
Sales/Marketing Background
Administrator, Military Marketing Services, Inc., Publisher, Falls Church, VA, 2
008 - 2009. Market military support services, travel, maps, and recreation to a
ctive and retired military personnel around the globe, selling books, pamphlets,
and website services. Report directly to President.
Sales Representative, Taylor Publishing/Taylor Specialty Books, 2006-2007. Sold
specialty books manufacturing including manuals, handbooks, guidebooks, and pic
torial histories throughout SE Region. Sales increased from $0 to $1,200,000 an
nually in 6 months. Office closed when company decided to continue emphasizing
their main revenue source/yearbooks.
Sales Representative, Worzalla, Inc., 2003-2006. Opened Southeastern region sel
ling mainly 4/C children's books and black and white printing to 18 states. Sal
es increased from $0 - $2,000,000 in 2-1/2 years. Have account following of 77
accounts. Office closed when company decided to limit market to only large chil
dren's book publishers.
Sales Representative, Transcontinental Printing, Fairborn, OH/Montreal, Canada,
1997-2003. Opened Southeast region including 20 states, increased sales in regi
on from $0 to $5,000,000 annually USD. Active accounts located in PA, DC, MD, V
A, WVA, KY, AR, NC, GA, FL, AL, MS, OK, TX, CO, NM, TN, AZ, NY and CA. Office
closed due to market segmenting in Region.
Sales Representative, Quebecor Printing USA. Opened Southeastern region in 1990
, territory eventually expanded to MD to FL, the Atlantic to NM (19 states). Hi
red in religious/educational sales division, and expanded into commercial, trade
and professional society/association work. Developed 150 new accounts, of whic
h 72 have been active over the past 2 years. Sold sheetfed and web, one to eigh
t color work, with hardcover, softcover, saddle, mechanical, and layflat (Otabin
d) bindings. Office closed due to merger with previous top competitor, Arcata.
Sales Manager, Explus, Inc. (Design Plus Two/Production House). Managed five sa
les reps and personally sold two and three dimensional design and fabrication to
upper level corporate accounts. Fluent in exhibit design, fabrication, show se
rvices, and tradeshow sales techniques. Sales increased 36% in first 15 months.
Resigned for income reasons.
V.P. Sales and Marketing, ImageMatrix, Inc. Managed ten sales reps and personal
ly sold fullservice business communications (design, presentation graphics, AV)
to upper level corporate accounts. Parent company in Cincinnati sold company in
1988, and I was terminated. Company went bankrupt in 6 months.
Washington Sales Manager, BookCrafters, Inc. (Sheridan). Opened Southeastern Re
gion in 1979. Started working in the basement of my house, and over 8 1/2 years
I grew the office to two additional sales reps, two sales assistants, two custo
mer service reps, and receptionist/telemarketer. Personally developed over 250
accounts, and increased territory from DC to MD, DC, VA, WVA, NC, SC, and FL. P
rimarily sheetfed and web printing - perfectbound, casebound, saddlestitch, spir
al-wire. Resigned to become VP/Sales in computer graphics industry.
Sales Leadership Trainer and Course Instructor, Learning International, Professi
onal Selling Skills III.
Office Manager Certification, University of Virginia/American Management Associa
tion. Trained in all areas of office management.
Sales Philosophies
The three primary ingredients: diligence, empathy, and honesty.
Clients usually buy from whom they see and meet in person.
It takes an average of 5.5 contacts to close a sale. With each additional conta
ct, you come closer to eliminating your competition.
More phone calls, emails, and letters mean more visits, more visits mean more op
portunities, more opportunities mean more sales.
Personal goal: 100 emails, letters, or new phone calls per week, plus as many p
ersonal sales appointments as possible.
Strengths/Interpersonal Skills
Results oriented.
Reputation for hard work, diligence, fairness, and integrity with customers, com
petitors, and office peers alike.
Thorough knowledge of developing marketing pieces and graphics.
Ability to attract, maintain, and motivate good people.
Highly organized, detail oriented.
Positive attitude, success oriented.
Numerous contacts nationally in the marketing/communications fields.
Both a teacher and a leader.
Ability to relate to highest level and lowest level clients.
Ability to push myself to make that one extra call or appointment.
Skilled in MS Word/XP Office/NetSuite
Interests/Extracurricular Activities
American Marketing Association
University of Michigan Alumni Association
University of Michigan Scholarship Interview Committee
Chi Phi Fraternity Alumni Club
Vienna Presbyterian Church, Sunday School teacher
Committee for Helping Others (CHO), weekly volunteer
Fitness-minded: tennis, racquetball, running