Careers With PMC
Sales Associate Training Program
The Sales Associate Training Program at Petry Media is the bedrock of our Company's sales organization, and one of our very real strengths. As the preeminent independent rep firm in the country celebrating its 76th year, Petry Media's Sales Associate Training Program is legendary throughout the industry, and central to preparing salespeople for a lifetime of selling success.
In an advertising and media environment that is changing at warp speed, the foundation that Sales Associates receive at Petry Media is invaluable in advancing station clients' strategic and revenue goals, and in achieving personal career milestones.
Preparing for a Lifetime of Selling Success
Developed and honed through years of experience and insight by high-performing sales leaders, the Sales Associate Training Program focuses on developing the skills necessary to understand and serve a diverse client base that relies on Petry Television and Blair Television for revenue growth.
The Training Program is an intensive and competitive 8-week course overseen by senior Petry and Blair sales managment. These professionals lead the development and teaching of our sales trainees to sell and compete effectively in the industry.
The syllabus includes all the fundamentals - Research, DDS Training, Information Warehouse, as well as insightful seminars on industry trends and business fundamentals. The inclusion audio-visual equipment to aid in the development of the sales skills of our trainees by introducing sales role-play situations as well as increased station on-site training further enhance the effectiveness of the program.
Hands-on Training
As we train our associates in the business, everything from positioning a station in the marketplace to 'Avails and Negotiation', 'Creating Estimates' and 'Projections to Packaging' is on the agenda. This rigorous program teaches the sales trainees to get to know their clients' profiles intimately. Our Sales Trainees are taught the step-by-step guide to getting the most for our clients in each negotiation by veteran Blair and Petry managers and salesmen.
As the Sales Trainees learn about local and national sales, they focus on the basic sales skills necessary to succeed in each of the markets we represent. Our trainees are taught the importance of calling on decision makers at the advertiser and agency levels. Significant time is spent teaching the value of developing and creating an effective pitch.
They learn to use the following sales tools to be most effective:
Quantitative and Qualitative Data
- Formulas and Calculations - Competitive Positioning
- Research Tools
- Trend Analysis - Audience Share Trends
- Competitive Positioning - The Nielsen Rating Book - Technology
Our goal remains constant - Selling Stations With Excellence, Integrity and Innovation, the Cornerstones of Petry's Success
