Managing Your Territory Introduction Go where the money is Those running elsewhere Prospecting sp. sections Time mgt. mistakes A little each day More on special sections The fastest way to increase sales! Participate in this award-winning, newspaper-specific ad sales course on-site or in a Webinar.  • Get past upfront stalls and objections without any pushing  • Make the account believe he really needs you  • Get better information from your prosepct  • Develop quick ad strategies that work the very first time  • Eliminate size, frequency, content, cost and most other objections before they ever arise  • Get dramatic responses for all kinds of advertisers  • Never have to push an advertiser to run again click here

Some salespeople who are hired are given a territory are told, "Welcome on board, we've got a special section that's due next week, see if you can sell some of your accounts into it." This is actually fairly common, since, as I mentioned earlier, many newspapers have a special section almost every week, whether it be a bridal, health and fitness, fashion, or home improvement. You may recall that these sections are usually stand alone products that come inserted into the newspaper. Each topic might be covered once or twice a year and is a big revenue source for a newspaper.

When confronted with selling a special section, again, go where the money is. Of course, look in the competitive publications for ads that sell a product or service that people reading the special section might be interested in. Also see if someone can dig up the past couple of special sections of the same theme–probably one six months old and one a year old–and find the ads in your territory that appeared in these sections. Sometimes it's just a matter of stopping in to these accounts with the old ad and informing them there's a new special section coming up. Others might take some selling. Again, we'll be going over a formal sales call in the next chapter.

But first, let's talk about the best way to manage your time and territory.

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