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Target : Ad space sales executives

Target : Ad space sales executives. Region :. XYZ NEWSPAPER. Space sales field-force Standard Operating Procedures. Procedure : Regular Call. Estimated Time to Complete : 20 mins. No. Activity. Party to D ecide. Party to A ct. Party to I nform. Party to V eto. Tools Used. 1.

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Target : Ad space sales executives

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  1. Target : Ad space sales executives Region : XYZ NEWSPAPER Space sales field-force Standard Operating Procedures Procedure : Regular Call Estimated Time to Complete : 20 mins No Activity Party to Decide Party to Act Party to Inform Party to Veto Tools Used 1. 2. 3. 4. 5. 6. 7. 8. • Use IMPACT approach to sales. Greet prospective advertiser verbally and introduce oneself with a smile. Use AIDCA. • Wait till the prospective advertiser asks to sit down. Then confidently start with opening statement. Use good communication skills. Ask for permission to ask questions • When permission granted, ask open ended questions to understand the needs of the prospective advertiser • Listen and observe him to better understand his/ her needs • Ask for any specific feature he’s looking for. Understand his motivators/WIIFM question • Use paraphrasing and other listening techniques. Use encouragers/reflective phrases • Give presentation. Use AIDCA. Create interest by showing brochures and other props / sight seller • Do feature, benefit analysis, give answers to WIIFM questions. • Inform of any ad offer/scheme incase applicable. Check for buying signals • Show research on readership / reach to his target audience/testimonials etc to develop a desire in him for advertising • Handle objections if any. Use objection handling techniques • If the prospect is willing to advertise, close the sale using closing techniques. Fill the contract form. • If prospect not keen on advertising, ask why, try closing again. If still not ready, take notes, his details, ph no etc. ask when can you come again, thank the prospect and leave. Ask for referral,don't take ‘no for an answer’. Keep the door open Brochures, old issues,testimonials, statistics, NRS report/ABC etc Contract Forms DSR SE SE SE SE SE SE SE SE = Sales Executive TL = Team Leader

  2. Target : TL, CM, CM, RM Region : XYZ NEWSPAPER Space sales field-force Standard Operating Procedures XYZ Newspaper Procedure : Monitoring and QC Estimated Time to Complete : As indicated No Activity Party to Decide Party to Act Party to Inform Frequency Tools Used 1. 2. 3. 4. • TL to monitor selling of sales executives: • To visit Daily/Alternate Day territory of each SE in team • To be in regular (daily) touch with the important prospective advertisers either through phone or visit • Checklist of assessments for SE call performance • SE’s compliance to SOP • Sample prospective advertisers satisfaction by discussing with them • Feedback to SE: • Record in Team Leader Weekly Sales Report • Update team on general field findings at periodic meetings • Feedback to the SE with coaching and action plans • Review SE SOP as input when assessing SE performance Daily Weekly Weekly Per evaluation cycle Prospects database SE assessment checklist SP SOP TL TL TL TL SP SP = Sales Executive CM = Advertising Manager TL = Team Leader CM = Chief Manager RM = Regional Manager

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