FRIDAY, FEBRUARY 17

2 to 5 pm
Internet Sales Training
(concurrent with Retail)
The goal of this half-day workshop is to arm you with the knowledge and tools necessary to help your clients incorporate online advertising into their media mix. Participants will learn how to educate clients in new media, identify online advertiser needs in key industry categories (retail, restaurants, automotive, employment and real estate), and formulate strategies for targeting "challenging" advertisers.
Presenter: Kevin Hoppes, Times-Shamrock Newspapers

SATURDAY, FEBRUARY 18

9 am to 12 noon
Maximize Telephone Prospecting and Sales Skills
The telephone is a highly efficient and profitable selling tool ~ if used effectively. In this half-day interactive session, newbies will learn effective techniques to set appointments, get to the decision-maker, capture attention, sell special offers and overcome objections. Not-so-newbies will gain a valuable refresher course. Attend this program and emerge with new (or forgotten!) tools that will enable you to increase sales immediately.
Presenter: Randy Shoults, ProMax Training & Consulting

2 to 5 pm
Creative Consultative Selling
(concurrent with Retail)
Today’s buyers have more choices of what to buy and whom to buy from. Customers often say: I'm bored with my advertising, My advertising isn't working, What would you do? What should I do? I'm going to try another way to advertise, I'll call you if I decide to use you again. What they may be thinking but not saying is.... I'm not getting the customers I need through your advertising. Often a natural response is to say: Go Bigger, Add Color, Go More Weeks. As we know, that rarely works. What the customer really wants are the creative marketing promotional ideas to bring customers in the door. Creative Consultative Selling introduces the creative tool of mindmapping to quickly and easily come up with those great marketing and promotional ideas to increase store sales. Combine creative ideas and advertising campaigns to generate customer response and newspaper revenues.
Presenter: Diane Rossi, Integrity Sales