Your magazine advertising sales policy manual or handbook affects sales morale.
Many items that belong in a sales policy manual may have not have even been
contemplated yet. This usually results in undocumented and on-the-spot
decisions that frequently change the next time a similar situation arises for
lack of recall or other reasons. The result: sales force unease.
Unfavorable decisions, that are viewed as haphazardly applied or arbitrary,
lowers morale... which lowers production.
When decisions are "policy" and documented, Salespeople are significantly
]less affected when they don’t “win,” because at least everyone is playing by
the same rules and they do not feel singled out for being unfairly treated.
When things change constantly and no one knows how the Company is going to
operate, production stagnates throughout your Company. A one-time investment
in establishing and documenting your policies improves drive and sales.
Sales Policy Manual Handbook
Contents Outline (80+ pages)
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Corporate Mission |
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Territories & Responsibilities
Performance expectations,
Territories, Sold |
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Income Policies
Compensation program, Split premises,
Revenue &
commission splits, National Accounts commission splits
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Credit & Collection
Policies, Collection, Billing, Credit cards |
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Rates & Discounts
Rate protection, Agency
commission |
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Advertising Guidelines
Impermissible Advertisers, BRCs, House ads
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Ad Errors
Credits, Make Goods |
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Editorial Policy |
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Paperwork
Client &Prospect notes, Insertion orders, Cancellations,
Renewals |
