The Response Oriented Selling System¨ was developed differently from most sales training programs. Many firms create training programs in order to sell training. Instead, the Response Oriented Selling System¨ began simply as a highly successful in-house selling system developed by Bob McInnis, a former ad sales rep and Dartmouth graduate, who as the ad director of a New York weekly newspaper group needed to increase sales immediately. In fact, it was born the day a publisher told him "increase sales 20% this month or else!".
In 1987, the New York Press Association asked if Bob could share his methods with their other members at its annual conference. Bob was then invited to Suburban Newspapers of AmericaÕs annual conference, winning SNA's, "Best Idea of All Time".
A year later, Bob was hired as advertising training manager by Newsday. Again, the program met with extraordinary success, and was featured in industry publications and at conferences such as the International Newspaper Marketing Association, the Society of Newspaper Design, as well as the American Press Institute.
In 1993, Bob decided to make the program available to other newspapers and founded McInnis & Associates. To date, McInnis & Associates has worked with over 350 newspapers in the US, Canada, Latin America, Europe, and the Carribean. The company has continued to build upon the system, developing management coaching software and one of the worldÕs largest ad sales and design support Web sites.
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