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Career Story: Advertising Sales Rep And Franchise Owner

Advertising Sales Rep And Franchise Owner

Job Title: Advertising Sales Rep/Owner Of Franchise

Type of Company: My company designs, prints and mails out promotions in the form of 1/3-, 2/3- or full-sheet flyers, cached in envelopes filled with money-saving offers from all sorts of businesses that want to augment their sales.

Education: BS, Liberal Arts, Northeastern University •• certificate, Computer Programming and Operations, Control Data Institute

Previous Experience: I started working at newspapers while still in college and worked for them in many capacities: as a copy "girl", in accounting, in classified sales (at a desk) and in retail sales on the road and by phone and email.

Job Tasks: I have to be aware of new businesses opening or changing hands, researching categories that would best promote their business with us. In order to sell them on the value of the service we provide, I set up appointments to determine their needs and possible budgets, to discuss offers and to show them how to track the response they get and measure its success. I work with existing clients as well as with new ones, supervising three other sales people doing much the same thing. I communicate with the corporate office to keep up with developments in the media and the many changes and upgrades that occur.

Best and Worst Parts of the Job: The best part of the job is making a sale and guiding a client successfully so they mail consistently. Next to that, building a great coupon that gives your client what he's looking for is a source of satisfaction. I am constantly building relationships and each relationship is very valuable on many levels. If built correctly, they should lead to referrals.

The worst part of the job is having to chase clients for money they owe.

Job Tips: In sales, you can't take rejection personally. Just keep going because the more "no"'s you hear, the closer you are to a "yes." Be an expert in your field and in your territory. Be an advisor and know that you can't sell anyone something they don't want to buy. You have to make them want your product/service and that's done with knowledge and understanding of their business.

Additional Thoughts: A huge misconception is that sales people will sell you anything, whether you need it or not. This is simply not the case with professional sales. Our success depends upon our clients success! Successful sales people smile a lot, know their product well and can show others how they can benefit from the relationship and patience. Not everyone is willing, ready and able just because you are. Be sensitive to the needs of your client and respect their business if you want the same in return.

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