Selling Advertising Space in 90 Minutes

Brian Neil

ISBN 10: 1852527471 / ISBN 13: 9781852527471

Published by Management Books 2000 Ltd, GB, 2014

About this Item

Based on a successful media sales training course which the author has been giving for many years, the book starts with an explanation of how the industry works, and then guides readers through the skills and processes involved in each stage from lead-sourcing through to closure. Areas covered include: * The role of advertising sales in publishing * What the ad sales job involves and where it can lead * How to plan and implement a successful campaign * How to structure your pitch * How to sell cross-media advertising * How to get through to the real decision-makers * How to deal with objections * How to close the sale.

Seller Inventory # LU-9781852527471

Bibliographic Details

• Title: Selling Advertising Space in 90 Minutes
• Publisher: Management Books 2000 Ltd, GB
• Publication Date: 2014
• Language: English
• ISBN 10: 1852527471
• ISBN 13: 9781852527471
• Binding: Paperback
• Edition: 2nd Edition
• Condition: New
• Weight: 250 grams

About this title

Synopsis

Based on a successful media sales training course which the author has been giving for many years, the book starts with an explanation of how the industry works, and then guides readers through the skills and processes involved in each stage from lead-sourcing through to closure. Areas covered * The role of advertising sales in publishing * What the ad sales job involves and where it can lead * How to plan and implement a successful campaign * How to structure your pitch * How to sell cross-media advertising * How to get through to the real decision-makers * How to deal with objections * How to close the sale

About the Author

Brian Neil has over twenty-five years experience in the magazine publishing industry. In 2000, he joined Centaur Media plc as Head of Learning and Development. He is a professional trainer, a member of the British Psychological Society and the Chartered Institute of Personnel and Development and regularly writes and delivers sales and management training modules.