Selling Across Ttles
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Course Objective: to develop the existing sales skills of the delegates, in particular to encourage them to sell across all the titles in the portfolio.
The course addresses the importance of being able to understand the context, history, needs and requirements of the client, and how the products can be sold with relevance to them. It will also enable them to set and act upon objectives which will help them develop more business.
The course will encourage the delegates to think clearly about the clients they are selling to and the marketplace as a whole. They will be asked to analyse the strengths and weaknesses of their own products as well as their competitors.
Suitable for: media sales teams needing to sell into more than one publication.
Complementary Courses: Strategic Selling, Complete Presentation
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Further Details
· Setting objectives
· The competitive market as a whole - territory management
· The creative process
· Review of existing sales techniques
· Developing effective questioning techniques when selling more than one title
· Using the safety net to ensure the probe is complete
· Creating ugency within the client to buy
· Understanding your products - strengths and weaknesses
· Selling series advertising
· Building long term business relationships
· Developing an effective presentation of all your products
· Gaining confirmation and closing
· Product knowledge test of all your titles
· All key learning points are highlighted with role-play and practical exercises
This Training Course is offered "in house" at the following locations:
Manchester
London SE
Information provided is for information purposes only and no guarantees are made with regards to accuracy. It is advised that all details are checked prior to making a booking. Contents © 1999 - 2012. All rights reserved.
