The Response Oriented Selling System¨ is far more than a sales training program. In addition to teaching a highly effective approach to newspaper advertising sales, we also install a complete management system.
That's because we find that even when you provide your staff with the best selling skills and techniques available, if a system is not put in place to help the staff consistently and successfully use the skills, then much of the investment may be lost in a matter of months.
The Response Oriented Selling System¨'s intensive management coaching module provides managers with an easy-to-use system of coaching and follow-up that will ensure strong increases in revenue month after month. In fact, our management system is so complete, many newspapers use this system as their only approach for interacting with their staff.
Managers first participate in the sales training, learning the selling principles along with their own staff. Then managers participate in an additional session where they learn how to effectively support their salespeople through every step of the new system. We provide action plans for each coaching session they will conduct, as well as scripts for sales meetings and a series of memos for enhanced communication with their staff.
In addition, managers actually begin coaching their salespeople while we're still on site, participating in and conducting a few Target Account Sessions (see Module One) with our supervision.
We also install a management coaching/tracking system called SpecTrac¨ that will give your managers valuable feedback on their staffÕs coaching needs (see Module Five). And finally, we provide 24-hour ongoing support to all mangers and staff with our own AdsOnline¨, the world's largest newspaper ad sales Internet Web site (see Module Six).
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