C
Patriotic Publishing publishes “The Veterans’ Voice,” a monthly newspaper of the highest quality, containing the most effective advertising and offering the greatest possible circulation for our readers and clients. To do these we must bring into play our creative energies and imaginations. Although some of us will be more heavily involved in some activity than others-ad sales, circulation, management- we work as a team and the input of each of us is very important. We will take great pains to make our publication of real excellence. No effort will be spared and you can rightfully take great pride in the product you are selling.
Product Knowledge
Few things are more necessary for successful sales presentations than product knowledge. As a newcomer, you will not know everything you need to know when you start out. But as you make your presentations, answer customer’s queries, and become better informed by asking your own questions to us, you will soon begin to acquire and master product-knowledge information.
Here are some of the basic facts you will need to develop your sales presentation:
1.
“The Veterans’ Voice” is a newspaper published in a handy, portable size of 10-1/2” x 11.5” The page format is a typical one of 6 columns. Our paper is printed on 30 lb newsprint with full color throughout.
“The Veterans’ Voice” is a newspaper published in a handy, portable size of 10-1/2” x 11.5” The page format is a typical one of 6 columns. Our paper is printed on 30 lb newsprint with full color throughout. 2.The newspaper has been in business since 2001. This fact will be important to your prospects because the publishing business, unfortunately, is a favorite of fly-by-night operators, the kind that take your money and disappear.
The newspaper has been in business since 2001. This fact will be important to your prospects because the publishing business, unfortunately, is a favorite of fly-by-night operators, the kind that take your money and disappear.3.No money need be paid until after publication, although discounts and other incentives will be offered for payment in advance.
No money need be paid until after publication, although discounts and other incentives will be offered for payment in advance.4.The editorial content will be designed to create the highest and most favorable reader response, thus creating a positive response to the advertisements of our customers. The newspaper contains:
The editorial content will be designed to create the highest and most favorable reader response, thus creating a positive response to the advertisements of our customers. The newspaper contains:A.Features, profiles and stories of the many brave men and women of who have served our great nation.
Features, profiles and stories of the many brave men and women of who have served our great nation. B.Updates on veteran’s benefits.
Updates on veteran’s benefits. C.Profiles of current heroes
Profiles of current heroesD.Monthly information on ways to improve the life and health of veterans.
Monthly information on ways to improve the life and health of veterans.E.Things to do and places to go.
Things to do and places to go.F.Fun and recreation.
Fun and recreation. 5.The Veterans’ Voice is distributed to various VA facilities (Vet Centers, VSOs, Outpatient clinics-VA hospital) select Military installations American Legions, VFW’s, MOPH, hospitals, clinics, along with federal legislators and subscribers.
The Veterans’ Voice is distributed to various VA facilities (Vet Centers, VSOs, Outpatient clinics-VA hospital) select Military installations American Legions, VFW’s, MOPH, hospitals, clinics, along with federal legislators and subscribers. 6.As a monthly newspaper, the advertiser will get the most for his money with his ad being in front of the reader for an entire month and longer because of the vital information on his benefits, rather than the typical daily or weekly that is thrown out.
As a monthly newspaper, the advertiser will get the most for his money with his ad being in front of the reader for an entire month and longer because of the vital information on his benefits, rather than the typical daily or weekly that is thrown out. Planning Time and Selling Time
Salespeople should prepare lists of clients on whom they will call. Their initial list will be of persons with whom they may have some special “in.” Whenever possible, salespeople will be assigned those prospects who appear on their lists.
After these initial sales calls, salespersons will call on other prospects on a daily basis.
No salesperson should begin a day’s work without a definite list of prospects to call on.
Prepare your prospect lists and sales schedule in the evening or during other non-prime sales hours. Do not let planning time run over into selling time. The best sales hours (nine to four thirty, daily) are for calling on prospects, not for making lists.
Dress Code
You have a quality product and you work for a quality company. The way you dress should reflect these facts. Dress should be on the conservative side and in good taste. Don’t neglect the details of good grooming, shined shoes, etc.
Sales Tips and Guidelines
The following tips and guidelines are distilled from many years of experience in advertising space sales. They will put money in your pocket when you follow them.
1.The key to making more sales is to see more people and to make a well prepared presentation to those whom you do see.
The key to making more sales is to see more people and to make a well prepared presentation to those whom you do see.2.The good salesperson constantly researches sources for leads: Yellow pages, newspapers, personal contacts, friends in business, referrals, cold calls, etc.
The good salesperson constantly researches sources for leads: Yellow pages, newspapers, personal contacts, friends in business, referrals, cold calls, etc.3.Prepare lists of prospects to be seen each day. This is one of the great keys to success. Your prospect list will include name, address, telephone numbers and specific benefits that each prospect will enjoy if he makes a decision to advertise in “The Veterans’ Voice.”
Prepare lists of prospects to be seen each day. This is one of the great keys to success. Your prospect list will include name, address, telephone numbers and specific benefits that each prospect will enjoy if he makes a decision to advertise in “The Veterans’ Voice.”4.Always sell benefits; features are secondary. You can tell the prospect what a fine publication we have and how it will benefit the Veteran and how they deserve their support, but sell him on the ways it will increase business activity and profits for him or her personally.
Always sell benefits; features are secondary. You can tell the prospect what a fine publication we have and how it will benefit the Veteran and how they deserve their support, but sell him on the ways it will increase business activity and profits for him or her personally.5.Qualification: Make sales presentation only to those who can buy. To talk to anyone else can actually kill a sale.
Qualification: Make sales presentation only to those who can buy. To talk to anyone else can actually kill a sale. 6.Presentation:
Presentation:A.Individualize your presentation.
Individualize your presentation.B.Rehearse your presentation in your mind.
Rehearse your presentation in your mind.C.Have something to show every time you make a call. Showing customers spec or sample ads can increase your closing rate by as much as 33%. We will be happy to help you create spec ads.
Have something to show every time you make a call. Showing customers spec or sample ads can increase your closing rate by as much as 33%. We will be happy to help you create spec ads.7.Product Knowledge: You must know your product inside and out. How many readers? Circulation? Features, etc.
Product Knowledge: You must know your product inside and out. How many readers? Circulation? Features, etc.8.Recognize the most important buying motives for our publication: profit, patriotism and veteran community support.
Recognize the most important buying motives for our publication: profit, patriotism and veteran community support.Presentation preparation: There is real power in a prepared presentation. Before you call on a client ask and answer the following questions:
A.What is the client’s chief product or service? What benefit’s are relevant to this product or service?
What is the client’s chief product or service? What benefit’s are relevant to this product or service?B.What is the client’s chief motivation in buying? Prospects buy from a variety of motivations, not the least of which is ego. Sometimes the suggestion of a photograph of the client in his place of business will help make the sale.
What is the client’s chief motivation in buying? Prospects buy from a variety of motivations, not the least of which is ego. Sometimes the suggestion of a photograph of the client in his place of business will help make the sale.C.How can our newspaper help him achieve his goals?
How can our newspaper help him achieve his goals?D.How can I show them that I have their interests at heart, that I understand their business or needs in the area of advertising and promotion, that I have given real thought to helping them meet those needs?
How can I show them that I have their interests at heart, that I understand their business or needs in the area of advertising and promotion, that I have given real thought to helping them meet those needs?E.The essential part of a prepared presentation is a physical object such as an ad culled from a magazine, newspaper or the Yellow pages, a border, a sketch, etc.
The essential part of a prepared presentation is a physical object such as an ad culled from a magazine, newspaper or the Yellow pages, a border, a sketch, etc. Insertion Orders
When a sale is made, the sales rep will prepare an insertion order. The insertion order must be completely filled out, including full billing address, telephone number, etc., of the firm purchasing the advertisement.
Each insertion order must be signed by the person who places the ad and who has authority to purchase advertising space. Be sure to print the name clearly if the signature is not legible. When your insertion orders are turned in, they must be accompanied by all necessary materials, instructions, and information needed to design an advertisement to the customer’s satisfaction.
Compensation
Salespeople will be paid commission on the gross price of ads sold. Commission checks will be issued on the first and fifteenth of each month, as monies are received from advertisers by the newspaper. When salespeople collect a percentage of the cost of the ad in advance, commissions will be paid out of this advance payment.
INDEPENDENT CONTRACTORS AGREEMENT
This Agreement made and signed this _______ of ______, 2008, by and between Clairice Still, hereinafter referred to as PUBLISHER-The Veterans’ Voice and, Independent Contractor, ____________________________________________________hereinafter referred to as IC.
WITNESS TO: WHEREAS PUBLISHER desires to acquire the services of IC, and
WHEREAS IC desires to render service for PUBLISHER
NOW THEREFORE, the parties mutually agree as follows:
1.PUBLISHER hereby grants to IC the right to sell and/or collect for advertising space to appear in “THE VETERANS’ VOICE” National news publication.
PUBLISHER hereby grants to IC the right to sell and/or collect for advertising space to appear in “THE VETERANS’ VOICE” National news publication.2.PUBLISHER hereby agrees to pay _____% of all collected monies.
PUBLISHER hereby agrees to pay _____% of all collected monies.3.IC will hold PUBLISHER and the publication harm free from any and all costs, actions or expenses of sales and/or collections. IC further agrees that it will not misrepresent sales or collections.
IC will hold PUBLISHER and the publication harm free from any and all costs, actions or expenses of sales and/or collections. IC further agrees that it will not misrepresent sales or collections.4.IC agrees to sell advertising in an ethical manner so as not to damage the good name of PUBLISHER or the publication.
IC agrees to sell advertising in an ethical manner so as not to damage the good name of PUBLISHER or the publication.5.PUBLISHER reserves the right to terminate this agreement if IC fails to send a report with collected monies and advertising copy for any two week period.
PUBLISHER reserves the right to terminate this agreement if IC fails to send a report with collected monies and advertising copy for any two week period. PUBLISHER agrees that it will hold IC harm free from any costs of production.
6.IC understands that they are not considered an employee of said publication or PUBLISHER
IC understands that they are not considered an employee of said publication or PUBLISHER7.. IC is completely responsible for estimated income and self-employment taxes, and will keep adequate records of its business. IC is also responsible to pay all its taxes and discharge its duties there under arising. Further, IC may engage other independent individuals to assist it with its rights and duties pursuant to this Agreement, and IC shall discharge all legal obligations incurred by such associations.
. IC is completely responsible for estimated income and self-employment taxes, and will keep adequate records of its business. IC is also responsible to pay all its taxes and discharge its duties there under arising. Further, IC may engage other independent individuals to assist it with its rights and duties pursuant to this Agreement, and IC shall discharge all legal obligations incurred by such associations.8.PUBLISHER will provide a 1099 form for IC at the end of each fiscal year.
PUBLISHER will provide a 1099 form for IC at the end of each fiscal year.9.THAT PUBLISHER will send all commissions by first class mail to IC as soon as such monies are received.
THAT PUBLISHER will send all commissions by first class mail to IC as soon as such monies are received.10.IT IS THE INTENT of both parties that the above written Agreement represents the entire Agreement between the parties hereto.
IT IS THE INTENT of both parties that the above written Agreement represents the entire Agreement between the parties hereto.INDEPENDENT CONTRACTOR _______________________________________________
PUBLISHER _________________________________________________
PLEASE NOTE: WE MUST HAVE BOTH A SIGNED W-9 AND INDEPENDENT CONTRACTOR’S AGREEMENT WITH YOUR FIRST SALES REPORT BEFORE A CHECK WILL BE ISSUED.
ALL CHECKS FOR ADS ARE PAYABLE T0: “THE VETERANS’ VOICE.”
