Prospecting for Promotions

Training Tip on Using Your Scarborough Data: Exercise #13

Looking for effective promotional ideas to present to your clients and prospects? Scarborough provides many useful categories you can use to profile an advertisers's customers, as well as your audience, so you can present promotional ideas, including Events/Places Attended, Leisure Activities, Travel, Sports, etc.

Instructions for the Leader

Step One:
Ask each salesperson to select a current client and run two Profile Reports in QUALITAP: one report on the advertiser's customers and the other on their audience. Next, have them select several different categories for promotional ideas.

Suggested Online Courses

If your reps need more help with this topic, they may want to take:

Scarb 102 QUALITAP: How to Create a Profile Report
Scarb 104: It's All About the Client

To register, go to www.ArbitronTraining.com

For more information on Scarborough, go to www.Scarborough.com

Step Two:
Have each salesperson create a promotional idea based on the Profile Reports they created. They should summarize the promotion in one compelling paragraph while using the Scarborough data.

Additional Instructional Materials

Profile step-by-step guide

Sales Tip Archive

More sales tips are coming your way. We'll keep each tip on file for you at www.arbitron.com.

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