There are three (3) Basic Training Sessions available to start you and your staff training.
Scroll down the page for more information on each session.
What’s In It For You…Certified Print Sales Representatives will be more knowledgeable about the sales process and therefore, more productive salespeople.
The Basic Print Certification program prepares a Media Sales Representative to successfully conduct a Needs Analysis with a client in a consultative selling environment. Upon successfully determining the client’s need(s), a certified media sales representative is expected to present a “solution” to the client in an effective and persuasive presentation, providing details of how either a current offering of product suite matches their needs or a creative solution that provides a positive outcome for the client or prospect and the company.
The Certified Media Sales Representative will successfully pass unit tests with a grade of 90% or higher. The Unit Tests will outline various aspects of “Fundamental Media Sales” and culminate with an increased ability to close sales and increase ROI for their clients and company.
The Basic Print webinar sessions range from 30 to 45 minutes per session with some topics taking more than one session. In this level of certification we will formally train the following “fundamentals” to become a more successful “advertising print sales professional.”
- Needs Analysis - in a consultative sales environment, it is critical for a media sales representative to understand the fundamental aspects of questioning, listening and asking the appropriate questions efficiently and effectively to uncover the client or prospect’s need.
- Product Knowledge - a successful media sales representative must be able to understand basic product knowledge to match client’s needs with the appropriate products.
- Mechanics / Terminology - like any industry, the media industry has its own unique terminology and mechanics that a successful media sales representative must know.
- Territory Management - one of the many challenges for new sales representatives territory or category management for which they are responsible, we will show you how to master it.
- Basic Marketing / Demographics - one of the foundational elements of media sales is understanding the fundamentals of marketing, demographics and SWOT analysis.
- Competitive Media - in order to be successful in media sales, it is essential to be able to conduct your own SWOT analysis of other media you may be competing with for business.
- Presentation Skills - a powerful, professional and persuasive presentation is a critical skill of any successful media salespeople. Certified Media Salespeople will learn how to put all the pieces together from a master presenter and national speaker.
- Answering Objections - as in most sales environments, clients have objections. A Certified Media Sales Representative is expected to answer objections clearly, non-defensively and persuasively to address the clients’ need and build a trusted relationship.
- Closing Skills - in the end all sales are about numbers. Closing skills are a valuable commodity. Learn how to close sales, maximize ROI and build relationships while making money.
Tuition
Regular Rate: $595
Special Introductory Rate: $295
Multiple Sales Representative Registration Discounts Available:
5–10 sales representatives = 5% Discount
11–20 sales representatives = 10% Discount
21 or more sales representatives = 15% Discount
Sales Certification Courses are now available.
Register now to take advantage of the Special Introductory Price!
*Please allow 3-5 business days for course registration processing.
Contact Al Cupo, Vice President of Operations at Local Media Association if you have questions: al.cupo@localmedia.org or
215-256-6801.
Return to Top.
What’s In It For You…A Certified Online Sales Representative will become more of a consultant to small business owners that are looking for answers to their online advertising concerns.
The genesis of the Local Media Associayion Certification program is the media industry’s need for a reliable source of training and development for online media sales.
The Basic Online Media Sales Certification covers much of the same materials as the Basic Print certification program with the addition of online specifics, such as IAB standard display sizes, text, video, mobile, social media and some SEO so that they can successfully answer clients' questions, as well as present effective solutions that drive client value and generate ROI.
Courses range from 30 to 45 minutes per session with some topics taking more than one session.
The Basic Online Certification covers much of the fundamentals of the Basic Print Certification with an online focus which will help them become an asset to your organization and the local business community.
- Needs Analysis - in the current multimedia sales environment, it is critical for a media sales representative to understand the fundamentals of interacting with your client base, asking the appropriate questions and listening to uncover the client or prospect’s online needs.
- Product Knowledge - a successful online media sales representative must understand basic product knowledge to match client’s needs with the appropriate online products.
- Mechanics / Terminology - like any industry, internet media sales has its own unique terminology and mechanics that a successful media sales representative must know in order to have the “right” conversation” with small business owners that are becoming more Internet savvy.
- Territory Management - one of the many challenges for new sales representatives is how to manage the territory or category for which they are responsible and online sales is no different.
- Basic Marketing / Demographics - a fundamental element of online media sales is understanding the fundamentals of Online Marketing, Demographics and SWOT Analysis.
- Competitive Media - online advertising has continued to grow over the past decade and it is critical to the success of your online salespeople, as well as your organization that they understand the competitive landscape, not just online, but all other advertising alternatives of their clients.
- Presentation Skills - a powerful, professional and persuasive presentation is a critical skill of any successful media salespeople. Certified Media Salespeople will learn how to put all the pieces together from a master presenter and national speaker.
- Answering Objections - as in most sales environments, clients have objections, especially when it comes to something they are uncertain of, like online advertising. A Certified Online Media Sales Representative is expected to answer objections clearly and educate their clients and prospects on the power and effectiveness of online advertising.
- Closing Skills - in the end all sales are about numbers. Closing skills are a valuable commodity. Learn how to close sales, maximize ROI and build relationships while making money.
Tuition
Regular Rate: $595
Special Introductory Rate: $295
Multiple Sales Representative Registration Discounts Available:
5–10 sales representatives = 5% Discount
11–20 sales representatives = 10% Discount
21 or more sales representatives = 15% Discount
Sales Certification Courses are now available.
Register now to take advantage of the Special Introductory Price!
*Please allow 3-5 business days for course registration processing.
Contact Al Cupo, Vice President of Operations at Local Media Association if you have questions: al.cupo@localmedia.org or
215-256-6801.
Return to Top.
The Basic Print & Online Certification program combines the Basic Print and Basic Online Certification programs for sales environments that require their media salespeople to sell media products that combine print with online.
The Basic Print & Online Media Sales Certification program provides candidates with the necessary information to successfully understand the power of combining print and online solutions to generate ROI for their clients and the company.
The Basic Print & Online Certification covers the following information in 9 Webinar sessions, which are approximately 30 to 45 minutes in length each.
- Needs Analysis - in the current multimedia sales environment a successful media sales representative must combine their understanding of a multi media environment and ask the “right” questions to uncover the client or prospect’s needs and become their clients’ “media guru.”
- Product Knowledge - in a multimedia environment a media sales representative must have product knowledge of both print and online products that will provide a solution that successfully meets the client’s print, online and strategic marketing needs.
- Mechanics / Terminology - a Certified MultiMedia Sales Representative must understand the unique terminology and mechanics of both the print and online industries in order to successfully communicate with internal and external clients.
- Territory Management - one of the many challenges for new sales representatives is how to manage the territory or category for which they are responsible, we will show you how to master it.
- Basic Marketing / Demographics - understanding the fundamentals of marketing, online marketing, demographics and SWOT analysis will be critical to your success of positioning and selling print and online combination packages.
- Competitive Media - a successful media sales representative must be able to conduct your own SWOT analysis of other media you may be competing with for business.
- Presentation Skills - a powerful, professional and persuasive presentation is a critical skill of any successful media salespeople. Certified MultiMedia Salespeople will learn how to put all the pieces together from one of the originators of “Media Convergence.”
- Answering Objections - A Certified MultiMedia Sales Representative is expected to answer their client’s or prospects’ objections clearly and educate them on the power and effectiveness of print and online advertising, becoming their “media guru.”
- Closing Skills - Learn how to close sales, maximize ROI and build relationships while making money.
Tuition
Regular Rate: $595
Special Introductory Rate: $295
Multiple Sales Representative Registration Discounts Available:
5–10 sales representatives = 5% Discount
11–20 sales representatives = 10% Discount
21 or more sales representatives = 15% Discount
Sales Certification Courses are now available.
Register now to take advantage of the Special Introductory Price!
*Please allow 3-5 business days for course registration processing.
Contact Al Cupo, Vice President of Operations at Local Media Association if you have questions: al.cupo@localmedia.org or
215-256-6801 .
Return to Top.