Wednesday, March 19, 2008
Ohio University Pickerington Center

Who Should Attend

• Advertising sales representatives
• Sales support staff
• New hires or anyone wanting a “refresher” class

The Program

8 - 9 a.m.
Registration and Continental Breakfast

9 - Noon

• “Clarify What It Is You Have To Offer” will reinforce a salesperson’s newspaper product knowledge. Nau will review the value and benefits of selling, the importance of advertising and the value of selling ad campaigns as opposed to single one-time schedules. Additionally, the morning portion of the program will enhance an advertising salesperson’s self discipline with a primer on time and territory (or account list) management.

1-4 p.m.

• “Identifying Potential New (and additional) Revenue Sources” will challenge and teach advertising salespeople methods to maximize their sales territory or account list revenue potential. The afternoon portion of the program will explore the value of questions, clarify the four plus one stages of selling, and identify the different selling strategies needed when working with out-of-town decision makers.

• Bottom Line. Your newspapers’ rookie salespeople will walk away highly motivated and energized about what they do and how they do it. They will have a deeper understanding of the value of newspapers, the importance of advertising, and the benefits of working smarter as opposed to harder, in fulfilling their (and your) vision of success.

There will be a one hour break for lunch. Lunches provided by ONA.

The Instructor
Chuck Nau, of Murray & Nau, Inc., is a publishing consultant with over twenty years of experience, having served the Seattle Times, Knight-Ridder Newspapers and the Chicago Tribune Company in a number of management, marketing, media and sales capacities. Chuck’s work as a publishing consultant includes a client list of newspapers, publishing associations and niche publications. His practice enables him to put his wide range of publishing experience to work for publishers, sales management teams and senior managers on both a day-to-day and special project basis. He has assisted clients as a management consultant, sales trainer, facilitator and coach/mentor in advertising, circulation and marketing areas. Chuck’s clients typically describe the management and sales training workshops that he conducts as high spirited, interactive, motivational, very informative and fun. In addition to his consulting practice, Chuck has spoken to and conducted workshops for a number of national publishing groups, state press associations, and newspaper organizations. He has written a series of columns covering topics in advertising, management, marketing, and sales which have appeared in various newspaper industry and press association publications.

The Facility
Located in a suburb just east of Columbus, the Pickerington Center is a 15,000-square foot state-of-the-art facility. It features six ergonomically-designed classrooms equipped with technologically advanced instructional equipment. The site backs up to a wooded area and creek, a view that can be enjoyed from one of three lower-level patios. The center is a 12-15 minute commute from downtown Columbus or the airport. It has ample parking and many nearby hotels and restaurants.

Directions

View Larger Map

The Ohio University Pickerington Center is located about 10 miles east of downtown Columbus.

Take I-70 East to Pickerington exit #112A (State Route 256)

Proceed on State Route 256 for one mile (you can only go one way off this exit, south)

Turn left (at third light) onto Stonecreek Drive (US Bank on the corner)

Proceed a quarter-mile to Pickerington Center (on right)

Ohio University Pickerington Center
12933 Stonecreek Drive, Room 10
Pickerington, Ohio 43147

There will be two buildings that look alike — 12933 is the building on the left.

Nearby hotel:
Hampton Inn, Pickerington
1890 Winderly Lane, Pickerington, Ohio 43147
(614) 864-8383

Training session questions?
Susan Bazzoli, Manager of Administrative Services:
sbazzoli@ohionews.org