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The Sales Lab Unit Two - The Snowball Effect (Morning Session)
Next Course: February 21, 2007

Time:
8:00 am (Pacific)
9:00 am (Mountain)
10:00 am(Central)
11:00 am(Eastern)

Course length: 90 minutes
Note:Homework is assigned. You will be asked to use one of your current accounts to apply what you have learned as each unit is completed. The first four sessions may be taken in any order and purchased separately, but session five must be the last session completed.
Deadline: 02/19/07
Course Description: In the second unit, you will learn ways to negotiate with your advertisers and change their current opinions about the value of Yellow Pages advertising. This series covers the concepts of “The Snowball Effect” and “The Exception, Not the Rule”, both of these concepts are customer-focused discussion topics that will uncover hidden contributions of Yellow Pages to your advertisers profits.
Audience: CMRs, account managers, account planners, sales managers and publishers. First line sales managers are encouraged to participate to enable them to follow-up on the use of the material by their sales representatives.
Course Level: 2 - Professionals should have a basic understanding of Yellow Page ad units and pricing plans.
Facilitators: Tom Davis, President of Better Business Builders, Inc. and author of the book, The Truth About Yellow Pages.
Learn About:
  • How to use the “Snowball Effect” as a multi-purpose business discussion tool to generate growth in advertising and combat loss when advertisers indicate a desire to reduce spending.
  • How to effectively position Yellow Pages advertising in a media mix and prove its income-producing capabilities.
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    Benefits:
  • Learn the essentials in 90 minutes
  • Never leave your office
  • Get your questions answered
  • Conducted in real time
  • Work more efficiently
    		•
    Course Materials: Course materials and course reminders will be e-mailed to you the day prior to the course.
    System requirements:
  • Supports Windows (95, 98, ME, NT, 2000, XP), MAC (OS 9.x or later), Red Hat Linux, and Solaris (7 or 8) operating systems.


  • Microsoft Internet Explorer 4.x, 5.x, 6.x +, or Netscape Communicator 4.x +


  • Secure with end-to-end SSL encryption, password protection, meeting lock
    		•
    Registration Information: Each registrant needs to complete a registration form.

    Register online - click here.

    Download the registration form (pdf)

    Mail to:
    Yellow Pages AssociationTM
    820 Kirts Blvd, Suite 100
    Troy, MI 48084

    Fax to: 248-244-0700

    Email to: Rachel.Grimm@ypassociation.org

    Price: Members = $99.00
    *Space is limited to twelve participants in a session.

    This series is exempt from the bundle-block option.
    Contact Information: For more information, contact Rachel Grimm at 248-244-0711
    or email Rachel.Grimm@ypassociation.org.