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Most publishers are looking for three essential elements in a sales representative firm: (A) Advertising space sales. (B) Ability to work together. (C) Confidence that the representative can and will do the job for you, devoting the necessary time and energy.
Other topics to cover with a sales representative firm are:

1. EXPERIENCE

What classifications of advertisers do you solicit?

What are some specific examples of advertisers that you are pitching and/or have sold?

What types of publications have you sold?

2. HOW THE FIRM WORKS DAY-TO-DAY

Do you call on advertisers and ad agencies?

Do you make personal sales calls? Telephone sales calls?

What is your reporting system for communicating with a publisher? Call reports, memo, fax, telephone, E-mail?

Frequency of reporting – is it weekly, monthly?
What does a typical call report contain?

What sales materials can/do you develop to supplement your sales efforts?

What sales materials will you need from me?

3. TERRITORY COVERAGE

What is the territory you normally cover?

How do you cover that territory?

4. COMPENSATION

What type of commission arrangement do you work by? Straight commission?

At what percent? Of net or gross page rate?

Do you draw against commission? Retainer?

5. CONTRACT

What are the basic terms of the contract you work by?

What is the length of contract?


Talk to Michael Boucher, Director of Client Publishing Services, 267-893-5686 or mboucher@ki-lipton.com to find out more about Advertising Sales representation.
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