APSS - Association of Publishers for Special Sales
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BSU-100 Introduction to Special Sales Discussions (199)
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APSS Staff Sub-segment your market segmentsMany clusters of potential buyers can be further divided into smaller segments, each with different reasons for buying and using the inform… Started by Brian Jud |
0 | Jul 1, 2014 |
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APSS Staff Why the binding is importantSpiral bound or saddle-stitched books are usually frowned upon by librarians and bookstore buyers because the spines lack the presence nece… Started by Brian Jud |
0 | Jun 30, 2014 |
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APSS Staff How is trade marketing different from non-bookstore marketing?Special-sales marketing is also called non-bookstore marketing or non-traditional marketing. Regardless of you call it, selling books to no… Started by Brian Jud |
0 | Jun 27, 2014 |
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APSS Staff Know your competitionSelling should take into account the differences among your competitors. Learn how your titles are different and better, and think about ho… Started by Brian Jud |
0 | Jun 25, 2014 |
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APSS Staff Deal with uncertaintyYour corporate prospects do not know you or your company. They may already have a supplier of promotional products with which they feel com… Started by Brian Jud |
0 | Jun 24, 2014 |
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APSS Staff Customize your presentations and sell more booksPreparation for a sales presentation for a large book order is not about your book, it is about your prospect. And since every prospect is… Started by Brian Jud |
0 | Jun 24, 2014 |
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APSS Staff How to be more effective and efficient selling your booksIf you want to sell 10,000 copies of a book through a bookstore, you must get roughly 10,000 people to go there and buy it. If you want to… Started by Brian Jud |
0 | Jun 23, 2014 |
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APSS Staff Anticipate questions and objectionsWhen negotiating large-quantity book sales, anticipate questions and objections. After several negotiating sessions you will be better prep… Started by Brian Jud |
0 | Jun 18, 2014 |
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APSS Staff A sales presentation is like a job interviewYour sales presentation is not unlike a job interview. You are rarely hired on the first interview. Over the course of several interviews y… Started by Brian Jud |
0 | Jun 16, 2014 |
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APSS Staff When negotiating large-quantity sales, do not give in to ultimatumsYour prospect may say that you have to sign now or lose the order. Even if you know the terms are satisfactory, resist the temptation to ag… Started by Brian Jud |
0 | Jun 13, 2014 |
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