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Selling the Media Portfolio

Training Courses

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Training course summary

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Course Objective: the first module will examine the concepts involved in selling across a portfolio of different media and achieving the most from individual accounts. Day Two will focus more deeply on live issues which delegates are currently experiencing. They will be asked to evaluate the particular media they are selling within the portfolio and to establish their strengths along with an appreciation of what each can contribute to the total portfolio solution. Suitable for: media sales teams requiring the versatility and strategic understanding to engage clients with a diversity of products. Complementary Courses: Complete Presentation, Selling

Regions:
  • All Areas
Delivery:
  • In House
Category:
Difficulty:
  • Intermediate

Further Details

Day One

• What is a portfolio?

• Why create a portfolio?

• What is achieved for the publisher?

• What is achieved for (i) the existing account?
(ii) the potential client?

• Examination of the benefits of a portfolio sell – developed through an examination of those portfolios we are subjected to as consumers

• Abstract role-plays to establish strategic issues in the portfolio sale

• Establishing the approach - Setting objectives for individual situations and establishing requirements

• Presenting a portfolio

• Organising information / providing a total solution

• How to pre-empt and deal with objections

Guide price

£1,425.00 for up to 6 delegates (includes all pre-course consultancy)

 

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