TAB presents regional sales seminars

posted on 1.13.2011

Topic: Auto Advertising/Managing a Sales Team

Presenter: John Tkac

Locations & Dates

• Feb. 22 -- El Paso Marriott, Salons G-H-I-J
• Feb. 24 -- Lubbock
• March 1 -- Tyler
• March 3 -- Corpus Christi

Part I ? Auto Advertising (9 am ? 12 noon)

Target Audience:  AEs and Sales Managers

1. A brief look at the current state of the retail auto business and how broadcasters can take advantage of the current turmoil
2. Finding dollars by attacking the dealers ?other? budget ? a no fail way to get dollars back on your station
3. Last Man Standing ? Why fewer dealers mean more opportunity and what to do about it
4. Dealer website strategies that will bring incremental $ to their station
5. Using the current incentive and dealer cash climate to gain broadcast sales dollars
6. Creating a new kind of impact with your creative
7. The importance of used vehicle advertising on broadcast; how to land the very big and often overlooked independent dealers
8. Using the station?s website as a sales tool ? in a way that the dealer will absolutely understand
9. New Tier II strategies that really help
10. The best sales pitch against Cable that every dealer clearly understands and will be amazed that your account executives get this
11. Creative, Creative, Creative ? Examples that are working in today?s environment

Part II ? Managing a Sales Team (1:15-3:15 pm)

Target Audience:  Sales Managers

All good sales managers were good sales people at some time, but not all good salespeople make good sales managers.  This module is critical and talks about:

1. The role of leadership and coaching
2. Motivational skills
3. Compensation, hiring and interview skills
4. Mentoring and accountability
5. Managing successful, mediocre and poor salespeople

REGISTRATION

1. $50/member; $150/non-member
2. Lunch on your own
3. Payment must be received in advance; no on-site registrations
4. Written cancellations accepted until five days prior to event; after that time no refunds will be issued
5. NO SHOWS WILL BE BILLED
6. Download registration form

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