This program is designed to significantly reduce the amount of time it'll take you to get up and running in your new job. You'll not only learn all the things you need to know to sell advertising, but in the order you'll need to know them, so you can get going all that much faster.

For example, during the first day or two in your new territory, your manager might ask you to simply service those businesses who may already want to run in your territory. Basically, you'll need to stabilize your territory fast, and the first few chapters will teach you how to do this.

Once one of these advertisers says "yes", you'll need to get their ad into your publication, so you'll learn that next.

Soon, you'll be asked to try to sell ads to people who may know little about your newspapers. That's why the next thing you'll learn is how to calculate ad costs and what else to say when dealing with a new advertiser.

Shortly after that, you'll begin approaching businesses who might think advertising in your newspaper isn't right for them (which happens often, even at the best publications).

We'll teach you the questions to ask to determine if this is true and the process you'll need to go through to convince them that you and your newspaper really can help their business. You'll learn how to give a great presentation and overcome many of the objections they may throw at you.

I'd recommend going through this course once before you start selling and then come back and re-read it after you've spent some time in your territory. I might also suggest that as you go through the course, make a list of specific questions you have and forms you'd like to see and bring it to your manager or whoever is going to help you through this transition at your publication.

Next: My background