The Sales Sat Nav for Media Consultants (eBook)

The Roadmap to More Revenue in the Sale of Advertising Materials

Ricky McKenna (Autor)

eBook Download: PDF

2023 | 1st ed. 2023
XX, 213 Seiten
Springer Fachmedien Wiesbaden (Verlag)
978-3-658-40734-6 (ISBN)

Infos

This book shows media salespeople the optimal sales process using a structured step-by-step guide: Using a sales navigator, it accompanies sellers from the media business through different roads and guides them from the start - the search for suitable customer potential - to the goal: closing the sale.

The author points out all the construction sites and detours, such as objections or tactical price negotiations, but also shortcuts, such as recognizing early buying signals. After all, the sales process always follows a clear structure, and knowing this structure, practicing the appropriate techniques, and applying them again and again can lead to noticeably more sales.

A compact and easy-to-read book, peppered with personal experience reports from sales and media professional Ricky McKenna, whose tips will help you achieve ambitious sales goals even in difficult economic times.

Ricky McKenna has worked in sales for over 25 years, advising sales organizations at many newspaper publishers, radio stations and TV stations in Germany and Austria. Before becoming self-employed, he held leading positions at marketing companies and a private radio station in Austria.

Produkt-Details

• Erscheint lt. Verlag: 3.5.2023
• Zusatzinfo: XX, 213 p. 32 illus., 20 illus. in color.
• Sprache: englisch
• Original-Titel: Das Verkaufsnavi für Medienberater
• Themenwelt: Wirtschaft ► Betriebswirtschaft / Management ► Unternehmensführung / Management
• Schlagworte: Advertising sales • Buy signals • cold calling • Conclusion • needs analysis • Objection Handling Techniques • Price negotiation • Sales closing techniques • Sales Navigator Media Seller • Sales Process • Sales talk • Sales trainer daily newspaper • Sales trainer media • Sales trainer radio • Sales trainer TV • Sales training media • Step by step guide sale
• ISBN-10: 3-658-40734-4 / 3658407344
• ISBN-13: 978-3-658-40734-6 / 9783658407346