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How Ad Salespeople Have Changed

"Transaction-oriented salespeople are surpassing those who base their approach on building relationships," writes James G. Elliott in this analysis of how ad sales relationships -- and the ideal ad salesperson -- have changed. "These days, sellers may only get one thirty-minute meeting per year with agency planners....  Sellers must know how to get to the point rapidly, and tell their story with impact. It is usually not necessary to provide research, because agencies pull their own."

Read the whole story at Publishing Executive »

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