Back to on-line workshops.
The Sales Lab Unit One - The Occupancy Theory (Morning Session)
Next Course: May 16, 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: 05/14/07
Course Description: This series will empower you with new concepts and vocabulary to conduct business discussions with your advertisers that will increase your advertisers understanding of Yellow Pages advertising. It will give you a customer-focused foundation to make your recommendations and the first session will provide you with the concepts of “The Occupancy Theory” and how to position it in return on investment calculations.
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:
  • "The Occupancy Theory” and how it applies to any or all of your accounts.
  • Establishing reasonable and realistic revenue objectives for your advertisers.
  • How to determine and document realistic call volumes to use in establishing the the results an ad must produce to generate an acceptable ROI for your advertiser.
    		•
    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.