One of the most frustrating and frightening situations newspaper ad managers say they encounter is an empty territory. One salesperson leaves unexpectedly and a now-empty territory sits until a new rep can be trained to make it productive again. Many managers find a territory that's down even for a week or two can be enough to cause an ad manager to miss their department's goals. And sometimes salespeople who don't get the right training when they start become discouraged and quit, only increasing the lost revenue. This six-tape series is designed specifically to help solve this problem. It will get even the most inexperienced new hires out on the road fast so they can start making their goals quickly. More than just an ad sales course, this audio tape series also teaches a new rep the various procedures involved in getting an ad in the newspaper. In addition, the new rep will learn the hundreds of newspaper-specific details every rep must learn, including the differences between readership and circulation, understanding how to read a rate card, the best way to attach original artwork to a layout sheet, where to find the best leads, and much more. Written and recorded by Bob McInnis, the former Newsday training manager and president of McInnis & Associates, whose award-winning Response Oriented Selling newspaper ad sales program is in use at over 400 newspapers in the US, Canada, and the UK. McInnis has both heavy weekly and daily experience, both of which are reflected in the tape series, and speaks frequently at major newspaper conferences as well as the American Press Institute. Great alone or as part of an existing new hires training program, the tape series comes with a workbook and instructions on how to further customize it to your newspaper's specifics, if you wish. |