Newspaper Educational Training

Objective

To provide one day of media exclusive on-sight consulting to your account executives training them how to actively convert advertising revenue from the Newspapers into advertising based upon the "consult-sell" approach.  The selling cycle is structured and is designed to last twelve weeks.

Pre-Planning

Our relationship will begin with an in depth pre-planning phone call to cover the preparation required to achieve the highest level of productivity while we are in your market.

Day One

8:00 AM - 10:30 AM
Professional/Merchant seminar sponsored by you that is designed to educate the business community on how to reduce their Newspaper advertising and why they should spend the money they save with your station.  The sign-in list for the seminar will become your "Hot Prospect" list for your first calls in the field.  This seminar will be conducted by Don Benton.

10:30 AM - 3:30 PM
Newspaper Educational training.  This session with the entire staff will be devoted to learning how the Newspapers work, the sales presentation, the cost, handling objections and a general review with questions and answers.  We will also cover basic selling techniques as well as effective time management and goal setting.  Each account executive will receive their own step by step workbook that they will continue to use the the field long after Mr. Benton has left your market.  These workbooks include customized graphs depicting ad cost and circulation decline for the newspaper in your market.

3:30 PM - 4:30 PM
Management meeting:  We will review with the management staff the latest management implementation techniques designed to achieve optimum results from the training program.

Program Investment: Price Varies by Market Size

Terms: Terms are outlined in the Letter of Agreement that accompanies your customized proposal.  Reasonable  airfare, hotel and meals will be paid by the client.

(International flights require business class travel)


Contact Don for a personalized quote!