Your Territory
Reports
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It's not uncommon that an advertising representative is
hired to replace a salesperson who has recently left the company. If this
is the situation you're in, then most likely the unattended territory, which is now your
territory, is losing serious money, which means you're losing serious
money.
In this chapter, you'll learn what to do to begin to stabilize
your new territory. If you're reading this before you've been assigned
a territory, you may want to keep this section in mind and come back to
it once you get one.
Gathering reports
First, you need to find out a little more about your territory.
Most likely, your publication has an ad reservation/billing system that
can help.
With permission of your manager, find the person who can
print something out that would be similar to one or all of these reports:
Account list
An account list is simply a report that lists the names and addresses
of anyone based in your territory who has been billed in the last year
(or longer).
Activity report
This report lists who has advertised in your territory over a certain
period of time, where they ran, and what size they ran. Ideally, I'd recommend
that you ask for a report on everyone in your territory who has advertised
within the last year--including this time last year.
Contracts
Unless you've been put into a territory that is newly created, or if you've
been assigned as a floater (a rep that goes into other people's territories
to sell accounts who haven't run in the past few months), then most likely
the territory you're taking over has some advertisers who have signed
a contract.
A contract advertiser is any advertiser who has agreed to run an ad for a certain number
of weeks (or a set amount of space over a period of time) in exchange for
a discount. Ask for a report listing those accounts under contract. We'll
talk more about contracts in the section about rate
cards.
Next: Going
where the money is
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