1. Advertising Module 23-Review for Test

2. Items in a Sales Kit… O Copy of yearbook- O Copy of yearbook- demonstrate the quality of the publication O Fact sheet- O Fact sheet- information about number of pages, circulation, awards O Ad sample- O Ad sample- mock-up or page from previous book O Rate sheet- O Rate sheet- shows various ad sizes and costs

3. More Sales Kit… O Student spending- O Student spending- survey results on where students spend money O Ad contract- O Ad contract- signed agreement indicating specs, cost, and payment procedures O Model release- O Model release- forms to be signed by students appearing in ad O Business card- O Business card- provides staff contact information to advertiser

4. Four Elements: Organizing a Campaign O Training: role playing of sales calls O Sale teams: pairing students of various strengths and weaknesses O Geographical territories: each team covers a limited area to concentrate efforts O Call list: teams have specific assignments so businesses don’t have multiple calls

5. How to Make a Sales Call? O Make a good first impression. O Contact the person who has the power to make decisions about advertising. O Use facts to show the advantages of buying an ad. O Show a sample and explain ad rates and sizes. O Ask questions such as which size ad would work for you?

6. Sales Call Continue… O Obtain complete information. O End on a positive note. O Report sales results as soon as possible, keeping records current. O Bill promptly. O Record the details related to selling, tracking and producing the product.