Sales Training

This page is a database of articles and downloadable white papers on many different aspects of sales training. You can search for any particular topic (e.g. "cold-calling") by typing it into the search box above the list of contents to the right. If you use the productivity tools in Connect (Calendar, Contacts, Workshop, Dashboard) you can use your dashboard results to see which areas of selling you have the most weak spots and then come to this page to find training resources to help you improve.

Advertising 101 - Part 1

Here's the first in a series of seven training articles on advertising and selling. It deals with stripping away the 'details' that clients so often want in their commercials and getting down to the real, grass roots reasons that people want and buy those products. This series is designed to help the radio sales person understand the principles of advertising better so that they can sell advertising better.

We'll be putting the whole series up over the next three weeks: come back often and check for them.
Click here to download.

Key search words: advertising, tactics, goals, customer-driven, moods, needs, targets

Sales Training