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Sales Policy Manual Handbook


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)

Corporate Mission

Territories & Responsibilities
          Performance expectations, Territories, Sold

Income Policies
        Compensation program, Split premises, Revenue &   
        commission splits, National Accounts commission splits

Credit & Collection
         Policies, Collection, Billing, Credit cards

Rates & Discounts
         Rate protection, Agency commission

Advertising Guidelines
         Impermissible Advertisers, BRCs, House ads

Ad Errors
        Credits, Make Goods

Editorial Policy

Paperwork
        Client &Prospect notes, Insertion orders, Cancellations,
        Renewals


Grow your sales faster
Get momentum working in your favor
Contact Jenae to schedule a free 30 minute evaluation
954-290-9896

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