Ad Sales: Winning Secrets of the Magazine Pros
Volume One

Ad Sales: Winning Secrets of the Magazine Pros,
Volume 1 only ISBN: 0-9649716-1-5
$69.95 On Sale Now Only $34.95

TABLE OF CONTENTS: VOLUME I

SECTION 1: INTRODUCTION TO ADVERTISING SALES

• Is advertising sales for you?
• Starting out in the multi-billion dollar magazine world
• What you should know about the Internet
• Sales basics: Mastering the Advertising Syllogism

SECTION 2: THE MARKETING CONSULTANT

• Explore the essentials of marketing
• Selling for the long term
• Where advertising fits in the marketing mix
• Expositions and Advertising: A powerful one-two punch
• The power of advertising
• Ad budgets: Where your client's money goes, and why

SECTION 3: PUBLICATION SALES TOOLS

• The selling dynamics of media kit
• Mastering your rate card
• Using publishers' statements to sell
• Reader calls open doors
• Selling to agencies: Friend or foe?

SECTION 4: THE SELLING PROCESS

• The eight essential steps to winning a sale
• Dial in to dynamic phone selling
• The big plus: Selling ancillary products
• Discover the payoff of pre-call planning
• Tearsheet analysis: What you know, you can sell
• Mastering the art of strategic questioning

SECTION 5: POWER PRESENTATIONS

• The power presentation: The nuts and bolts
• Delivering the power presentation
• Using visuals with the power presentation

SECTION 6: PSYCHOLOGICAL TIPS

• You can overcome fear
• Your key to staying motivated
• You're halfway home to sales success

 

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