What is the sales process like for selling advertising space in a magazine or directory?

I work for a very small publishing compnay and we are working on an yellowbook directory. No one here is very experianced and i was wondering if anyone knows what a typical sales process is like. We are currently doing all of our sales over the phone but I have read in mutiple places that the bigger companies set up face to face meetings. I was wondering if this was totally nessacary and what steps are needed to actually set up meetings and close business. Any advice would help.

I have been on both ends of this biz..selling it and being called on to advertise. I can tell you that face to face works because they need to see that the competition is participating. If they choose not to then they will miss out on that customers business. I would schedule as many appointments back to back………..show them the product and convince them as to why they need this advertising. You need to do this to close a deal. I never bought an ad over the phone unless I called to place the order myself. And never sold one over the phone.

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Tags: advertising, business, magazine, magazine advertising sales, magazine advertising sales job description, magazine advertising sales jobs, magazine advertising sales tips, magazine advertising sales training, marketing, news

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