Advertising Sales Representative One-Day Crash Course

Author: Zhang Wei
Publisher:
Publish Date: 2006-01-01
Features: Easy to get started, quickly overcome sales hurdles, and climb the ladder for gold-standard advertising sales professionals. By learning this book, you will be able to:
Establish a winning mindset, shape a professional image, correctly identify target customers, master the art of meeting clients, win their favor, refine high-level sales skills, build relationships with various clients, value and properly handle objections, score the winning goal, master the art of advertising quotes, ensure payment is the final "close," continuously improve after-sales service, and practice strict self-management, as well as supplement necessary advertising knowledge.
1. Establish a Winning Mindset
1 Trick – 3 Sources of Accomplishment from Advertising Sales
1 Trick – 6 Principles for Setting Professional Goals
1 Trick – 6 Secrets to Maintaining a Positive Work Attitude
2. Shape a Professional Image
1 Trick – 6 Basic Requirements for Grooming
1 Trick – 20 Tips for Choosing Appropriate Attire
1 Trick – 8 Business Etiquette for Advertising Sales
1 Trick – 5 Key Points for Improving Professional Qualities
1 Trick – 3 Essential Ethical Standards to Follow
3. Correctly Identify Target Customers
1 Trick – 5 Techniques for Finding Qualified Leads
1 Trick – 3 Effective Methods for Identifying Potential Clients
1 Trick – 11 Channels for Researching Target Client Information
1 Trick – 4 Effective Strategies for Expanding the Client Base
1 Trick – 3 Techniques for Accurately Evaluating Clients
4. Mastering the Art of Meeting Clients
1 Trick – 7 Advantages and Disadvantages of In-Person Meetings
1 Trick – 3 Key Points for Scheduling Meetings via Email
1 Trick – 3 Main Aspects of Collecting Client Information
1 Trick – 5 Quick Tools to Break Through Client Objections
1 Trick – 7 Tips for Finalizing Meeting Times with Clients
1 Trick – 3 Secrets for Agreeing on Meeting Locations with Clients
1 Trick – 4 Strategies for Planning Client Visit Routes
1 Trick – 5 Key Stages of Client Meetings
1 Trick – 3 Techniques for Flexibly Handling Client Refusals
5. Win Client Favor
1 Trick – 5 Key Points for Crafting an Impressive Opening Line
1 Trick – 5 Techniques for Using the Statement Method to Convey Information
1 Trick – 6 Body Language Techniques for Communicating Information
1 Trick – 6 Techniques to Encourage Client Participation and Questions
1 Trick – 10 Requirements for Improving Listening Skills
1 Trick – 7 Effective Methods for Complimenting Clients
6. Refine High-Level Sales Skills
1 Trick – 2 Essential Communication Abilities
1 Trick – 3 Tips for Enhancing Voice Charm
1 Trick – 7 Techniques for Facilitating Negotiations
1 Trick – 8 Negative Body Language to Avoid
1 Trick – 5 Key Moments for Effective Selling
1 Trick – 5 Techniques for Improving Social Skills
7. Build Relationships with Various Clients
1 Trick – 4 Techniques for Handling Gentle Clients
1 Trick – 8 Strategies for Dealing with Rational Clients
1 Trick – 5 Methods for Handling Sarcastic Clients
1 Trick – 4 Tactics for Handling Difficult Clients
8. Value and Properly Handle Objections
1 Trick – 10 Types of Client Objections to Understand
1 Trick – 7 Sources of Objections from Clients
1 Trick – 5 Sources of Objections from Companies and Salespeople
1 Trick – 4 Key Questions to Discover the Reason for Objections
1 Trick – 5 Principles for Correctly Handling Client Objections
1 Trick – 3 Techniques for Choosing the Right Time to Address Objections
1 Trick – 3 Key Points for Handling Objections with Counterarguments
1 Trick – 4 Key Points for Handling Objections Indirectly
1 Trick – 5 Key Points for Handling Objections with Compensation
1 Trick – 4 Key Points for Ignoring Objections with a "Cool" Approach
1 Trick – 3 Key Points for Preventing Objections
1 Trick – 3 Key Points for Delaying Objections
9. Score the Winning Goal
1 Trick – 4 Key Points for Spotting Client Signing Signals
1 Trick – 9 Common Changes in Client Behavior During Contract Signing
1 Trick – 6 Reasons for Advertising Sales Contract Objections
1 Trick – 5 Basic Strategies for Promoting Contract Signing
1 Trick – 2 Techniques for Using the Request Signing Method
1 Trick – 2 Techniques for Using the Conditional Signing Method
1 Trick – 21 Techniques for Encouraging Clients to Sign Contracts
1 Trick – 5 Key Points for Correctly Signing Advertising Contracts
10. Master the Art of Advertising Quotes
1 Trick – 4 Factors Influencing Client Price Expectations
1 Trick – 4 Common Causes of Price Disputes
1 Trick – 8 Principles for Advertising Quotes to Follow
1 Trick – 5 Strategies for Responding to "It's Too Expensive"
11. Ensure Payment is the Final "Close"
1 Trick – 8 Key Points for Properly Using Invoicing
1 Trick – 8 Points to Pay Attention to When Collecting Payments
1 Trick – 10 Reasons for Client Payment Delays
1 Trick – 8 Basic Strategies for Collecting Advertising Fees
1 Trick – 7 Steps to Master for Phone Collection
12. Continuously Improve After-Sales Service
1 Trick – 4 Secrets for Providing Excellent Client After-Sales Service
1 Trick – 6 Techniques for Properly Handling Client Complaints
13. Practice Strict Self-Management
1 Trick – 4 Steps for Implementing Goal Management
1 Trick – 7 Key Points for Self-Behavior Management
1 Trick – 7 Effective Time Management Strategies
1 Trick – 7 Techniques for Overcoming Frustration
14. Supplement Necessary Advertising Knowledge
1 Trick – 5 Future Trends in the Advertising Market
1 Trick – 6 Operational Stages of the Advertising Sales Process
1 Trick – 21 Responsibilities of Each Department in an Advertising Company
1 Trick – 10 Factors Influencing Media Advertising Fees
1 Trick – 4 Different Media Advertising Fee Calculation Methods
1 Trick – 4 Advertising Agency Fee Collection Methods
1 Trick – 5 Main Contents of the Client Service System
1 Trick – 8 Forms of Commercial Sponsorship to Increase Brand Awareness
1 Trick – 10 Points on Commercial Sponsorship Agreements