PPA Certificate in Media Sales
Ensuring that new entrants get the best possible introduction to the industry along with thorough training in the fundamentals of selling can really make the difference to the business and to their loyalty to the organisation.
Delegates on the PPA Certificate in Media Sales will graduate from the programme with the key skills they need and a solid understanding of the magazine and professional media market.
The programme has been developed for those completely new to the sector and to sales. Candidates attend six modules over a three-month period and complete a comprehensive assessment process.
Candidates will:
• understand how the magazine and professional media market is developing in the UK
• become knowledgeable in the role of advertising in magazines and websites
• have a good understanding of the publishing process
• learn how to sound and feel like a true sales professional
• improve their communication skills
• be able to source leads as a route to revenue
• know the importance of presenting the benefits to clients, not just the features
• understand business from the point of view of the client
• be able to tailor specific benefits to meet the client’s need
• structure a negotiation
• learn useful phrases for good negotiating and common mistakes to avoid
• demonstrate effective objection handling
• be able to deal with the ‘price objection’
• identify buying signals
• become an expert at closing deals
• structure a sales letter and learn when to use a sales letter as a communication tool
Modules (please click on each module for 2008 dates)
Delegates will be required to submit a short report detailing how they have generated a new piece of business for their title or website as a direct result of applying the principles covered on the programme. The report will be discussed at an Assessment Board.
Full assignment guidelines will be given to participants on registration.
Member price: £2200 + VAT
Qualifications are only available to employees of PPA member companies.
|
