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Seminars and Training Program
Smart Selling
(Three to four hours)
You don’t have to have the greatest circulation
or lowest rates to be the right buy. The ad only has to work.
There’s something for everyone in this session. It’s essential for beginning and developing sales people, and a great tune-up for the experienced sales veteran.
The role of the newspaper or shopper in the community and its strength as the most effective local advertising medium are emphasized. The components of successful advertising and what’s best for which accounts, and how to use the publication’s marketing variables is stressed. Participants will hear how to prospect for new accounts, and explore methods of increasing sales to existing accounts.
Topics include:
• How to make accounts understand their need to advertise, how much they should spend, and how to develop a sensible budget.
• Step by step examples of how investing in advertising can pay huge dividends.
• Advertising strategies that get results.
• Publications offer a variety of marketing elements such as size and frequency. What do you sell to which accounts, and when?
• Focusing the business.
• Differentiating your publication and quantifying its value.
• Selling against the competition and other media.
Back to Introduction
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