Tuesday, April 24, 2012 | Edited by Daniel Moores
Daily Sales Tip    | RST Archive    |    Job Postings    |    Training Calendar    |    RAB.com     |   Print/View Full Issue           

'The Pitch' Provides Sales Leads, Insights and Ideas for Automotive, Real Estate, Gifting
Keywords: Radio

The categories of Automotive, Real Estate and Gifting are highlighted in the second installment of "The Pitch," the specially-prepared sales tool from the Radio Advertising Bureau.

This targeted email communication provides strategic, relevant product category leads for local radio salespeople and managers, featuring information designed to create new revenue streams.		  


Got a question? Call the Member Benefits Helpline at 800-232-3131 or email memberbenefits@rab.com.





Upcoming Webinar: Consultative Selling of Multi-Media

Join RAB's Brandeis C. Hall and Jon Erdahl, president of 3D MediaVentures, for this informative webinar and learn the power of a consultative selling and marketing mix.

Find out what advertisers expect from radio sales professionals in client meetings, as you explore new CNA questions that correspond to today's changing marketing landscape. You'll come away with a list of recommendations tailored to various advertiser objectives, and a host of proven integrated marketing ideas.

This webinar will be offered on Tuesday, May 8, at 3 PM (Central), and again on Thursday, May 10, at 10 AM (Central). For more information, click here.





Auto Radio Ads Have Greatest Influence Closest to Purchase

Category Update: Healthcare Companies

Baby Boomers: A Burgeoning Customer Market

On the Rise

More Consumers Dining Out on Sandwiches Boosts Category Growth

 

Survey Explores the Wireless Shopping Process
Keywords: Cellular Phones

Shoppers care most about network and cost when considering mobile device and service purchases.

In fact, 58% said network reliability was most important; 56% said cost of data plan; 51% said cost of voice plan; and 50% said that device price was the most important consideration, according to a study released by Google.
 

'New Cultural Mix' Influencing Grocery Sales
Keywords: Supermarkets

A new cultural mix is reshaping the retail food market, according to the What’s In Store 2012 report from the International Dairy-Deli-Bakery Association.

The burgeoning U.S. Hispanic population and single-person households are steadfast forces in the grocery aisle. Active Baby Boomers and newly empowered Millennials are also a mushrooming presence in the market. At the same time, women and men are transforming gender stereotypes in retail.
 
     
Research Quick Hits

At this time of the year, the radio airwaves are routinely filled with ads touting a "$29 tune-up" for residential cooling systems. Are these offers effective as marketing tools? A group of HVAC professionals discusses the pros and cons of this form of advertising. To read more

Are kids' meals the draw they once were at fast food restaurants? Based on a study by The NPD Group, it doesn't appear so. To read more

Microsoft is staging a comeback -- and, unlikely as it sounds, it's one Apple and Google should be worried about. To read more

According to a new report by J.D. Power and Associates, Dutch Bros. Coffee ranks highest among specialty coffee retailers in overall customer satisfaction, followed by Tully's Coffee and Caribou Coffee. To read more

The buzz surrounding "smart" home energy management systems is feared to have worn off -- but not so fast. A recent survey suggests that with a little know-how, consumers may want back in the game. To read more

Daily Sales Tip: Prearing for the Sales Call

Sales representatives can improve their preparedness by asking and answering for themselves questions such as:

1. What data might help me engage and intrigue my prospect?

2. What is the main objective of my meeting with this prospect?

3. What possible issues might be influencing my prospect’s buying decision?

4. How can I create desire for my product in my prospect?

5. What questions might my prospect ask me and how will I answer?

6. What hurdles can I anticipate between where the sale is now and finalizing the sale?

7. How will my presentation help my prospect understand the value I offer?

Source: Steve Young, CEO of esm4, Inc., and founder of The Sales Standard

Job Postings

ACCOUNT EXECUTIVES, Apex Broadcasting - Destin/Ft. Walton, FL
General Manager/Sales Manager, Ohio Valley Small Market
Senior Account Manager, ARBITRON - Midwest Region
1-800-232-3131 | www.rab.com | To unsubscribe, CLICK HERE and enter REMOVE in the subject line.