Suburban Newspapers of America, in partnership with Borrell Associates and Kevin McCrudden of MotivateAmerica, is pleased to announce the development of a new media sales certification program scheduled to launch in early Summer 2011. In a recent SNA member questionnaire, we learned there was an overwhelming need for ongoing training to meet the demands of the current media environment. This certification program has been developed to specifically address those needs, as well as, the many ongoing requests we receive for training.
The mission of the SNA’s Media Sales Certification Program is to deliver training in a changing media environment resulting in a highly proficient sales representative capable of maximizing revenue opportunities. This objective will be met through a series of 30 to 45 minute webinar-based sessions making-up six specific courses or areas of study including: Basic Print Sales; Basic Online Sales; Basic Print & Online Sales; Advanced Online Sales; Mobile Sales and Media Sales Management. On the basic level, webinar sessions cover essential selling skills such as how to conduct a needs analysis; effective territory management; selling against competitive media; fine-tuning presentation skills; overcoming objectives and closing the sale. More advanced courses address the next level of selling and management and include media convergence; negotiating skills; agency sales; budgeting and finance; accountability & tracking reports; motivating a sales staff and a series of case study reviews.
Each participant will access and complete each of the sessions at their own pace before taking a certification test. The test will likewise be completely automated and will confirm retention of the materials covered at each level. Upon the successful completion of each level of certification, the certified media sales representatives and media sales managers will have earned the SNA Media Sales Certification “Seal of Approval” they can place on their business cards, as well as a “Certification Pin” they can wear on their lapel. This certification designation will differentiate them from all other media salespeople in your market.
The SNA Sales Certification Program will begin accepting pre-registrations at discounted introductory rates in the near future. We encourage you to visit the SNA website for additional information about this valuable program.
Contact Al Cupo, Vice President of Operations at SNA if you have questions or would like to be included on a call-back list for course registration and future correspondences:
al.cupo@suburban-news.org or 215-256-6801.
Click here to view more details regarding our upcoming Sales Certification Program.