Group Sales Managers (GSMs) focus on the unique challenges of managing the negotiation process with procurement (purchasing) departments. Throughout this course, attendees learn the strategies and tactics that procurement specialists use to drive competitive prices. They also learn techniques to help News America Marketing improve the outcome of a tough negotiation.
Benefits for Today & Tomorrow
Employees are presented with a thorough review of the company’s benefits package, which includes medical, dental, vision and drug plans.
Better Business Writing
Employees are trained on how to improve their writing skills through a variety of exercises, discussions and examples. This course shows participants the value of making a strong presentation through better business writing. Specific topics covered during this training session include: The Writing Process, Planning Your Document, Designing Your Document, Drafting Your Document and Revising Your Document.
This training course is focused on helping employees improve their interaction with clients. The topics include understanding the different means of communication, recognizing individual behavior styles, understanding the tools of active listening and using questions to be an effective communicator.
Executing the Sales (ACT 1)
Account Coordinators (ACs) meet with Executive Committee members who provide them with the “recipe for success” at News America Marketing. Participants also learn to process FSI and in-store orders by meeting with internal departments such as Category Management, Control Desk, Pricing and Layouts.
Introduction to Marketing Research
Account Associates (AAs) learn about the various analytical research tools News America Marketing uses to plan and evaluate the performance of our SmartSource home-delivered and in-store programs.
This course is the second phase of the Management Training series and focuses on higher-level issues that managers may face. This day of training is comprised of three topics that every manager will likely face when supervising other employees: workplace respect, coaching and counseling, interviewing and delegation.
This course is the first phase of the Management Training series. It provides attendees with the top line information they need to succeed in the role of supervisor. Topics include personalizing the business, training new employees, evaluating performance and delegation of duties.
Managing the Negotiation
Account Directors (ADs) learn the various steps involved in preparing for successful client negotiations, from understanding contract terminology, to competitive positioning.
Meeting Your Business Partners (ACT 2)
Account Coordinators (ACs) focus on the development of their roles outside the order-processing realm. Trainees visit one of News America Marketing’s printing plants and attend a guided grocery store tour to learn about product placement and shelf space.
Attendees are provided with an introductory overview of our industry and organization. NAM 101 helps our employees understand how each department within the company works together to accomplish our overall business goals. Additionally, time is spent reviewing important features and benefits of our SmartSource programs.
Persuasive Writing for Sales
Employees are trained on how to improve their sales-writing skills through a variety of exercises, discussions and examples.
Presenting with Confidence
Participants are taught to exhibit a confident, credible and professional image when making presentations. The session utilizes a blend of multiple practice sessions, as well as in-the-moment coaching. Topics covered include: establishing eye contact to connect and reduce anxiety, using body language to emphasize an idea and verbalizing ideas with power and authority.
Sales Training Triathlon
Presentation Skills (Sales Training Triathlon)
Participants are taught to exhibit a confident, credible and professional image when making presentations to clients.
Prospecting (Sales Training Triathlon)
Attendees are taught how to gain knowledge and confidence in the practice of prospecting, researching and making contact with new account opportunities.
Sales Meeting Management (Sales Training Triathlon)
This intense workshop uses a blend of multiple practice sessions and in-the-moment coaching to help participants successfully present to clients.
Selling with Numbers
Attendees improve their understanding of News America Marketing’s research resources. Participants learn to go beyond explaining our capabilities to reach an advanced level of interpreting and presenting research data to clients.
Participants receive an in-depth overview of SmartMatrix, News America Marketing’s web-based analytical decision-support tool. Attendees learn how SmartMatrix enables clients to create, analyze and manage optimal marketing plans for SmartSource FSI and in-store programs.
This training will provide an introduction to SmartNet, News America Marketing’s proprietary sales data research tool. It will allow Account Coordinators (ACs) to learn the basic keystrokes as well as develop a clear understanding of the business applications for SmartNet reports and provide tips on how to use these reports.
Using Data to Uncover Opportunities
Participants review the wide range of internal data resources available at News America Marketing and how the resources can be used to uncover sales opportunities.