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90 Days to Success Marketing and Advertising Your Small Business by Mark Hoxie

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Chapter 6. Sales Reps, Contracts, and Negotiations

The phone rings. “Hi, this is Tim Timminson from the Timminson Times. We’re running a special for new advertisers to our publication, and I want to offer you a full-color half-page ad for just $249!” It’s the fourth call today from a local advertising sales rep. You just met with your payroll salesperson, a distributor, and a staffing representative; the last thing you want to do is take this call.

I’ve been there on both sides of the phone. As an advertising sales rep, I needed to have a unique and enticing approach to gain my potential customers’ attention. I knew that I was somewhere toward the bottom of the totem pole ...

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