IPS Certificate in Media Sales

Awarded under the Institute of Professional Selling CPD Scheme

An important new qualification for the Media Industry. A 2-day programme.

AIMS

To maximize your advertising sales revenue during an economic slow-down by identifying opportunities and preparing effective responses.

COURSE BENEFITS

Delegates will benefit greatly from the opportunity to discuss current objections and identify new methods of overcoming these barriers to media advertising sales.

WHO SHOULD ATTEND

All experienced and potential telephone and field media advertising sales executives will benefit from attending this enjoyable and above all beneficial bespoke sales programme.

LEARNING OUTCOMES

At the end of this programme the delegates will be able to:

• Understand the history of media advertising
• Design a sales process specifically tailored for their  business
• Research and understand the needs of the people they are addressing
• Match their product to the potential customer
• Understand how the media advertising process works and how to address the right person in a Company
• Know and understand the media advertising buying process
• Create an informed impression when making and receiving calls
• Increase revenue by increasing sales and not losing potentially lucrative leads

METHODOLOGY

Workshop-based approach with high levels of delegate activity. Fundamental to this is the opportunity for delegates to practice behaviours and receive quality feedback.

CONTENT

• Selling – A Definition
• Learning from other professions
• The history and value of advertising
• Reasons for and choosing the correct advertising route
• The media advertising sales process
• Questioning skills
• Making and Receiving Advertising Telephone Calls (Using the AIDCA Model)
• Writing a Sales Introduction Letter/email (Using the AIDCA Model)

EVALUATION

Delegates will be able to check their acquired understanding via a knowledge assessment in the key areas of advertising sales.

For further details contact: Charlie Mernagh 087 2590666, or charlie@btsolutions.ie or mediasales@btsolutions.ie