TAILIEUCHUNG - Training tips from the Digital Classroom Building stronger digital advertising sales teams

The interaction between these two variables, however, provided a better predictor of beverage preference. Similar results, in terms of the interaction between product choice and usage situation were found by Green and Rao (1972), Belk (1974) and Srivastava et al. (1978). In a later study, Srivastava (1980) examined the appropriateness of financial services in a particular situation and found it to be relatively stable across situations, thus providing further support for using consumption situations as a basis for segmenting the market. Dickson (1982) combined a number of these previous studies when he created a person/situation segmentation model | Building stronger digital teams December 2007 Training tips from the Digital Classroom Building stronger digital advertising sales teams Digital Media Sales Academy We set up the Digital Media Sales Academy courses in 2004 and since then they ve been taught to teams in 20 countries. Trainers have been supporting media sales managers and their teams through online tuition. Here we ve taken a selection of comments from the conversations in the Digital Classroom to provide teams with additional insights. Any Academy participant can post questions and tutors guarantee to reply. These clips from the classroom highlight just a few of the issues raised and how working more smartly can help boost the productivity of your team. DIG TAL TRẬỊNỊNG ACADEMY The knowledge transfer business Copyright Andrea Gingerich 2007 Building stronger digital teams Academy director Danny Meadows-Klue Danny has been a researcher and commentator in the digital networked industries since 1995. He managed the UK s first online newspaper and has helped run web businesses ranging from mass market portals and consumer magazines to online stores search and email services. He is the co-founder of the UK and European lABs was their president for four years and has been lecturing on digital marketing for more than a decade. Selling online advertising requires a strong understanding of how digital media work and broad knowledge of digital marketing. Get the offer right and the web will deliver powerful impacts to clients brands but getting it right takes skill and experience. These tutor s tips from the Digital Media Sales Academy reflect a few of the more frequent questions we re asked. With agencies and clients still developing their approach there s great scope for a media owner s sales team to deliver thought leadership. B DIGITAL STRATEGY CONSULTING Digital Training Academy Contents 1. Introduction 2. Digital sales strategy exercise 3. Inside the Digital classroom .

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