Helping Your Members Sellers Write More And Larger Orders Sooner: The Case For Using The RABs Radio Training Academy Extension Sessions, Certification Programs and Sales Training Materials Presented By Mark Levy Director Of Educational Services Radio Advertising Bureau What is the RAB Training Academy Extension Program? Video AVI slide What are attendees saying about RAB Training? My sales manager challenged me with a client who hadn't been on in over two years prior to my Academy training. Within three weeks of completing the training, I had his car dealership and RV center on with a significant schedule Heath Garrison, Mansfield, OH I can't tell you the difference the seminar has made for me and my clients! My first day back in the office...I made 10 appointment calls and got all 10 appointments. Since then, I have conducted five CNAs and two annual written proposals and sold them both Sara Thompson, KQ92, Warroad, MN. Well, I did my first start-to-finish client need to proposal and close. It worked just like you said it would, closed a 12 month contract with a Doctor which with KUOA puts him in the Top 10 in account size. Danny Barnes, KUOA/KLRC (a three-year veteran). What are Sales Managers saying about RAB Training? Patsy, Thank you for the evaluations; Mike and Bill had a great time. Both Mike and Bill have been selling various products, and attending numerous training events, for over 25 years. They both agree this was the best and most intense training program they have ever attended. It was a profitable time. Thanks again. David Burns, GSM, WHMS/WDWS And this really sums it up: Dear Mark, Yes, you can use this: we have sent several sellers to RAB Academy training, and have seen all of them come back with much more ability to write more and larger orders! Don Tomasulo Director Of Sales Entercom Radio, Buffalo NY Our knowledgeable, experienced, highly skilled instructors know first-hand what it takes to compete in todays marketplace. We have a great track record of turning students into top billers regardless of market size! n Academy classes are filled with lots of variety, lots of interaction, and lots of fun, too. n We place an emphasis on class participation and action learning. n Students receive useful practice through group role-playing and personal coaching. How is the RAB able to produce such great results? n Teaching Radio sales is what we are all about. Our experience tells us that our intense, accelerated training program is the best way to get sellers writing more large orders faster! n As opposed to quick-hit answers, our programs focus on teaching strategies, tactics, skill sets and systems items with a longer learning cycle, but a greater payoff! n Your sellers will learn more and have better retention because of the scope of what we teach and the methods we use to teach them. n When your sellers come back from their hiatus, they will be better equipped to handle a variety of sales situations since they will have had time to study a variety of real-life scenarios. This gives you a faster return on your training investment! And Now, On-line Enhancements Yes, True On-line Review! n RAB training is now enhanced with true post session on-line review through our Academy Learning Center! This adds to the Radio Training Academy learning experience and help sellers continue to form good habits that incorporate core curriculum into daily activities. This element of RAB training comes at no additional investment. After their on-site training, students may review classes online from the convenience of home, office or anywhere they have Internet access! Online classes take about twenty to forty minutes each. n At the conclusion of the classroom training, students will receive the web address of the Academy Learning Center, user name, and password. This allows them to review each online class as many as three times. Our combination of in- depth personal and on-line training lets, students return to the streets equipped to sell more and larger orders! If you would like to see a full demonstration of RABs On-line learning program, please go to:index.htm Furthermore n Since we have a minimum of two instructors for each session, the trainers stay fresh and so does the training. n Our new programs are affordable! Our training is backed up by the greatest media sales assistant anywhere RAB.com! n CHECK OUR REFERENCES! RAB Academy Programs are perceived as a great value by associations and their members alike because sellers return to the street able to write more and larger orders sooner! Underwriting Assistance By To Help Defray Costs RAB Programs Of Special Interest How to Steal Money from Newspaper This video seminar focuses on top, proven tactics designed to teach managers, sales, marketing, and promotion Radio professionals how to successfully convert newspaper advertisers into Radio advertisers. The seminar explores and fosters an understanding of what motivates newspaper advertisers, how to open a dialogue with their clients about a mixed-media approach, and to demonstrate how to dramatically improve reach and frequency and lower a client's cost-per-thousand. Selling AM Radio Selling AM Radio, by Lisa Schackmann can help you maximize the amount of revenue your AM stations generate each month by helping you exploit many of the often forgotten strengths of AM stations, such as thought provoking programming and the active, passionate, RESPONSIVE listener loyalty AM radio stations cultivate! Mastering NTR In Mastering NTR: The Complete Course, a two-part, self-study program you'll complete your education in generating non- traditional revenue by learning how to tap into retailer funds other than advertising budgets such as promotional, sponsorship, cause marketing, recruitment, etc. You'll also learn how to understand and sell to manufacturers and their representatives to create exponential growth in revenue for you and your station. And the best part? You'll learn as you sell. In 15 weeks you'll be well on the way to actually developing new revenue for your company and yourself. Certified Professional Commercial Copywriter RABs Certified Professional Commercial Copywriter (CPCC) training and accreditation program was developed in cooperation with copywriting veteran Dan ODay. This groundbreaking program sets the standard for commercial-writing success. In the CPCC, youll learn: What Makes Radio a Powerful, Visual Communications Tool The Elements of Great Commercial Copy How to Maximize Radios Visual Impactand More! RAB Certification Programs Radio Marketing Professional Your RABs Radio Marketing Professional (RMP) course is the perfect way to get new sellers off the ground and productive in the shortest period of time possible! This certification includes study materials for product knowledge and basic sales skills. It is generally recommended for new salespeople with up to 24 months experience, or salespeople with any amount of experience, but little or no previous formal training. Certified Radio Marketing Consultant The CRMC is both a training and an accreditation program. Many of the best sellers you or staff are losing orders to are probably among the over 6,000 Radio marketing professionals who have already earned their CRMC. The prerequisite for CRMC training is two years of Radio sales experience or one year experience and successful completion of the RMP program. Certified Radio Marketing Expert The Certified Radio Marketing Expert (CRME) program recognizes the very select group of Radio marketing professionals who have achieved the very highest level of selling skills and marketing knowledge. The CRME is an accreditation program, not a training program. The prerequisite is five years in Radio sales, and it is recommended (but not mandatory) that candidates first earn their RMP and CRMC. The RAB is proud to work with your state in having joint reciprocal membership agreements. Remember, that means State Association Executive Directors receive a free enrollment at RAB 2005! Feb At the Hyatt Regency Atlanta, GA For more information on Academy Extension Programs, Certification Programs, and programs of special interest, please contact Mark Levy, Director of Educational Services at or viaat Put Your Radio Advertising Bureau To Work For YOUR Members Today! For more information on Academy Extension Programs, Certification Programs, and programs of special interest, please contact Mark Levy, Director of Educational Services at or viaat Put Your Radio Advertising Bureau To Work For YOUR Members Today!