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I know because I've sold more than 25 years in business in Phoenix, Arizona. I started with Mountain Bell in 1980. At that time, everything was in charge of AT & T. But the process remained the same then as it is today. Is primarily responsible for sales with a small base and decent benefits. We were assigned the accounts, but not decided by territories. Rather, we had a "bag" or fixed amount of income for the work based on our experience and level of success. Novices, or new employees, got the least to start. We had to increase these accounts in order to grow the base and ultimately make more money. But I'm getting ahead.

Life at the Yellow Pages was launched after an interview and test sales. Once that had happened to me, I was placed in a large program training that lasted six weeks. There I found six step sales process including preparation, organization, presentation, research of facts, presentation and closing. They put me in role play situations involving the filling of the contracts. This was before computers so that everything was manual. They taught me to sketches or drawings for the customer, based on what he would recommend in the sales call. I was a representative of the premise so that all my contacts were in person. The phone group handles the accounts and the youngest did their jobs through the phone call. Anyway, I together a field book that leaves including data, testimonials, price cards, and anything I thought was going to use to complete the sale.

After training, was assigned to a crew Sales of seven people with a manager. His job was to monitor the progress of the sales force and ensure that they met the objectives of the company. That may be the sale of specific items, such as announcements of color, bold white page ads or larger programs. It was later included in Internet advertising. I would be judged on my ability to raise revenue principle was assigned to me and also sell some of the new customers that received during the year. I was in a period of six months probation and was tough. I was still learning on the job, but had to produce results like a veteran. The prizes for success not only were monetary. You could also win trips and prices of certain sales. Also spiffs or incentives for specific items sold.

By Therefore, the sale of yellow page ads is no different than many other sales manager jobs. The company needed to be closed accounts expected to undertake more extensive programs so they could make more money. They told us to meet customer needs, but also had to sell something on the road. If the account, simply wanted the announcement to suspend the same, no matter. There was still a rate hike every year to ensure they would pay more. Nobody liked it, but it was like the electricity bill or insurance, but always growing. And there were the new elements that were on sale. Every year, marketing introduced new features like full-screen ads in color, hi-lighted in the white pages listings, or outside back cover so-called promotional items. Then the Internet opened a new set of products. Never completed and was expected to sell each of them.

When I finally left the company, shares sales were more difficult to enforce and the company we had in mind for every minute we work. However, still a well-paying job with many benefits. I decided to write this article for anyone interested in a career selling Yellow Page advertising, whether printed or online. I would like to have someone who guide me when it began selling. But can touch my 25 years of experience and buy my book about my life in sales. It can help you decide if it is right for you. Even today, remains a great product. For me, it paid the mortgage, allows me to live a good life, and put my daughter to college. And for that I am eternally grateful. As my colleagues Sellers always told me as he walked toward the door, good luck and good selling.

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