2012-5a-1 by CNBAM

JULIE BUSHART ADVERTISING SALES REPRESENTATIVE

CENTRAL MICHIGAN UNIVERSITY

January 20, 2012 Dear CNBAM Judges, It gives me great pleasure to recommend an outstanding member of my sales staff, Julie Bushart, for CNBAM’s 2012 Advertising Sales Representative of the Year. I have known Julie for more than two years and I have been impressed in her growth as a sales representative and training leader here at Central Michigan Life. Julie joined our team in September of 2010 as a freshmen. We rarely take freshmen, especially one without a car, but in her interviews Julie struck as a go-getter. She was very focused, eager to get involved and excited about the prospects of working and learning at Central Michigan Life. Julie advanced quickly through our staff and has since advanced into a leadership role. She now wears two hats in our organization, one as an advertising sales representative and one as a training manager for new hires in our “Shark Tank”. Julie’s strengths have been her strong organizational, customer service and creative skills. These abilities have lead to a high success rate in developing new accounts and making sales. She is constantly pushing herself beyond our expectations. Julie builds amazing relationships with her customers and they have come to look to her for ideas and assistance in planning their advertising.

cm-life.com

Julie’s attitude has been contagious in our office. She is the first one each day to offer to go on team calls with a struggling advertising representative. In addition to teaching the new hires, Julie takes the initiative to come up with sales and motivational games for our weekly staff meetings. Julie skillfully guides our staff through these exercises. Her incessant motivation is definitely a positive influence on our staff. Julie is always constantly recognized by her peers as well. I can’t remember a month when she wasn’t receiving some sort of recognition from her managers or fellow staff members. Whether it was the “Golden Fish” award for the most outstanding new representative in our “Shark Tank”; “Most Ads Sold” or “Most Encouraging Rep”; Julie is always at the top of our leader board. Central Michigan Life is truly fortunate to have Julie on our staff, and even more fortunate to have her with us another two years. Julie will continue to build a legacy of positive and constructive work ethic in our organization. I believe Julie Bushart is an excellent choice for CNBAM’s Advertising Sales Representative of the Year. She demonstrates all of the qualities of an excellent salesperson and leader. Julie is an essential member of the Central Michigan Life advertising staff and it is my honor to nominate her for this award. Sincerely,

Kathleen Simon Kathleen Simon Assistant Director, Student Publications Central Michigan Life Central Michigan University

436 Moore Hall, Central Michigan University, Mount Pleasant, MI 48859 PHONE: (989) 774-3493 FAX: (989) 774-7804 EMAIL: advertising@cm-life.com

January 2, 2012

Dear CNBAM Judges: Please accept this letter of recommendation for Julie Bushart for CNBAM Advertising Representative of the Year. I have had the privilege of working with Julie as my advertising representative for the Central Michigan Life newspaper for the past year. Julie has always been professional, organized and a great creative resource. As an owner of two businesses, I always appreciate when I work with individuals who help make my job easier. Julie was quickly able to develop an understanding of my business and the image I hope to convey with my advertising to create ads that are creative and effective. She also demonstrates the ability to work with small businesses to create a more comprehensive advertising plan that works within a budget. I can always count on Julie to be organized. When my days are filled with the responsibilities of running my businesses, she ensures that I make deadlines by presenting quality spec ads so I can easily send her my specific deals or sales. Julie demonstrates flexibility to communicate ad changes in whatever method works for my schedule on any given day, whether it is in person, phone call, text or e-mail. Her ability to work well with business owners is already impressive as a college student and stands out among other professionals in her field that I’ve worked with over the years. I expect that her abilities will only continue to improve as she gains more experience. I’m certain you will find that Julie’s achievements meet and exceed the standards required to earn CNBAM’s Advertising Sales Representative of the Year. Sincerely,

Cherri Kuhns Cherri Kuhns, Owner B-TAN, Mt. Pleasant & Big Rapids, Michigan 989.400.6441

Personal Philosophy Dear CNBAM Judges, Please first let me start by saying thank you for this opportunity. As I look back on the past year and a half of my work at Central Michigan Life, I never thought I would be applying for such a prestigious award as CNBAM Advertising Sales Representative of the Year. I feel very privileged to be able to apply for this award, and I thank you for your time and consideration. When I started at Central Michigan University in the Fall of 2010, I knew I wanted to get involved on campus and make my time at Central Michigan University meaningful. The summer prior to beginning my first semester at CMU, I took a tour of the campus. During this orientation session, I first visited the offices of Central Michigan Life, the campus newspaper. The second I saw the advertising office and heard about the great opportunities CM LIFE had to offer, I was hooked. I knew right then I wanted to be part of the CM Life advertising staff. Upon arriving on campus for the first week of classes, I immediately applied for a position on the team. Ever since the day I was hired, I have taken my role seriously and worked extremely hard to learn everything I need to know to be a successful account executive. Before working at Central Michigan Life, I had very little sales experience. My freshman year, I started at CM Life in the “Shark Tank.” This was the training level. I learned the ins and outs of advertising sales by making cold calls to businesses that never or barely ran with Central Michigan Life. These were the accounts the “big” reps didn’t want. The list also included accounts that probably disliked CM LIFE - based on the not-so-enthusiastic greetings I received from a couple of them. On the upside though, this was also the place where if a new business was opening and you were aggressive and got to them first, you could keep the account. My second semester on staff, I was promoted to an advertising sales representative. I quickly gained the confidence and knowledge necessary to be an integral part of CM Life’s advertising staff. My current account list also gives me the opportunity to work with various sizes and types of clients and continues to grow. In my opinion, the most important part of being an advertising sales representative is to keep a positive relationship with all of my clients on a professional and personal level. I believe my accounts are not just a list of names I’m required to pitch to, but rather people with businesses that I want to help be successful. Knowing each clients’ goal, understanding how they think and what has or hasn’t worked for them is crucial for sales success. I always strive to keep my clients happy and completely satisfied with the advertisements they are purchasing and the outcome they are anticipating. This goes beyond the sale as well. I feel it is part of my responsibility to support them in every way I can: using their coupons, eating at their restaurants, posting Facebook updates for them, or just telling my friends to go to their business. I don’t do this because I have to, I do it because I want to. While maintaining these positive relationships with my clients, I still have to balance this with my primary responsibility as an advertising sales representative - make money for the operations of Student Publications at CMU. My job is to prioritize target accounts to obtain enough revenue to make my monthly goals. To do this, I look at the sales reports from the past year and strategize which clients should be running in each publication and special edition. Based on my relationship sales techniques, I can analyze which customers I can upsell with either a larger ad, color, more pick ups and other special discounts my managers give the staff each month.

CENTRAL MICHIGAN UNIVERSITY

Personal Philosophy

(cont.)

Every month I strive to make my individual sales goal and to have at least two advertisements in each publication. I also team call with members of my sales team to assist them in making their goals and our paper’s overall revenue goal. I also know that some months, especially in the current economic slump we are in, are better than others. When there are months my numbers are down, I keep looking forward to see where I can make that money up. By maintaining a positive attitude and practicing the principles of relationship sales and account development, I can beat my goals in upcoming months. In addition to the challenge of sales, I love working for clients who need the help of a creative mind. I am majoring in graphic design and minoring in advertising. This combination helps me to exercise my creativity and think outside the box in terms of designing effective ads and marketing strategies that will match a customer’s budget. I always want my advertisers to be excited about seeing their ad in the paper or on our website. Nothing makes me happier than to see my advertisers pleased with the work I do for them. Working at Central Michigan Life has become more than a job to me. My role as an advertising sales representative is part of my every day college life. When I am not in class, I am always in the the office or visiting my clients. My schedule keeps me busy and that keeps me motivated. But, that doesn’t mean my studies are not important to me. My education is always number one. I tackle my school work just like my sales work - I have been on the Dean’s list for two semesters and I always work to get an A in evey class. In the classroom I am learning the history and techniques I need in order to be successful. I extend that learning at work, by experiencing what it will be like to work in the advertising industry upon graduation. By attending CMU and working at CM Life, I am a student who has the best of both worlds. Now in my second year at Central Michigan Life, with the training I received and the hands on experience at CM Life, I am now capable of using various sales techniques necessary to make advertising sales calls and close deals. I also have been entrusted to lead the next group of “shark tank” staff members. Besides my advertising sales representative role, I have been given the opportunity to manage our new “trainees” and teach them how to have success with their customers. My goal is to become an advertising manager at Central Michigan Life so I can continue to not only grow my and my staff ’s skills, but to also grow the advertising revenues of our student-run newspaper. Thank you again for your time and consideration in reviewing my application. Sincerely,

Julie Bushart Julie Bushart Advertising Sales Representative Central Michigan Life Central Michigan University

CENTRAL MICHIGAN UNIVERSITY

APPENDIX

JULIE BUSHART

1. Resume 2. Job Description 3. Goals and Revenue 4. New Business/Growth 5. Team Building 6. Work Examples 7. Awards

CENTRAL MICHIGAN UNIVERSITY

Julie Bushart

15841 Denby Redford, MI 48239 (313) 574-1545 Email: busha1ja@cmich.edu busha1ja@cmich.edu OBJECTIVE To become the CNBAM Advertising Sales Representative of the Year. EDUCATION Central Michigan University, Mount Pleasant, Michigan Bachelor of Fine Arts, May 2014 (expected) Major: Graphic Design Minor: Advertising Current GPA: 3.52 INVOLVEMENT Central Michigan University Women’s Club Ice Hockey 9/2010-‐Present Leadership Safari Participant 8/2010 Advertising Club 8/2011-‐Present WORK EXPERIENCE Central Michigan Life 9/2010-‐Present Account Executive • Work with clients to gain personal and professional relationships • Create sample ads for clients • Understand pricing and all specials • Sell print, online, radio, and outdoor advertising Shark Tank Manager (Training Manager) • Train new employees and familiarize them with CM Life • Manage shark tank sales representatives and help them acquire new accounts Shark Tank (New Account Representative) • Become familiar with the duties and responsibilities to be an account executive • Find advertisers off of the open list and generate new clients for business AnnArbor.com 5-‐8/2011 Intern • Designed flyers and various promotional materials • Composed mass e-‐mails to send to clients • Re-‐Designed a section of the website AWARDS 11/2010 Golden Fish of the Month Encouraging Executive of the Month 9/2011 Most ads sold for the Month of November 11/2011 Dean’s List–Central Michigan University Spring 2010-‐11, Fall 2011-‐12 President’s Scholarship-‐Central Michigan University 8/2010-‐present QUALIFICATIONS • Proficient in Adobe CS 5.5 Photoshop, Illustrator, InDesign; Microsoft Office • Great communication, leadership, strong salesmanship, excellent work ethic

JOB DESCRIPTON

JULIE BUSHART

The basic function of an Advertising Account Executive at Central Michigan Life is to introduce the paper, website and niche publications to businesses, organizations and other clientele in the central Michigan marketing area. The primary goal is to increase advertising sales in the executive’s territory. Advertising Sales Representatives are required to perform the required tasks: • Use sales techniques learned in training to persuade members of the business community to advertise in CM LIFE, cm-life.com and other niche products. There is an emphasis on attaining new businesses and expanding the business of existing accounts. • Call and visit every account on a regular basis (weekly) and prospect for new accounts. This includes delivering copies of CM Life to each advertiser. • Design sample ads (specs) and ideas to sell to accounts. • Collect payment for advertisements. • Accurately complete necessary paperwork and computer entry for every advertisement. • Track sales and report results to advertising managers and director. • Proof all ads with each advertiser prior to publication. • Service walk-in clients, faxing information, handing phone inquiries. • Meet daily deadlines. • Attend weekly group and individual sales meetings with managers. By completing all of the above tasks, an advertising account executive can bring business to the publication and gain experience in the field of sales and advertising. Maintaining a position at CM-Life allows for growth of an executive as well as the growth of the publication throughout the marketing territory.

CENTRAL MICHIGAN UNIVERSITY

GOALS AND REVENUE

JULIE BUSHART

Month

Goal

revenue

% made

January

$2,502.57

$1,688.94

67.49%

February

$1,248.30

$1,946.98

155.98%

March

$2,212.54

$1,286.07

58.13%

April

$2,555.87

$4,660.97

182.36%

August/September

$6,805.01

$7,886.84

115.90%

October

$4,062.00

$2,334.45

57.47%

November/December

$5,043.01

$4,066.72

80.64%

total year goal: $24,429.30 TOTAL YEAR REVENUE: $23,870.97 TOTAL % MADE: $97.71

CENTRAL MICHIGAN UNIVERSITY

NEW BUSINESS/GROWTH JULIE BUSHART

New Accounts Acquired

revenue earned

Dream Key Design Academy

$850.57

MSU History Department

$660.95

Union Township

$250.55

Urgent Clinic Express

$61

Rose Auction Group

$303.20

Breakthrough Ministries

$637.19

business growth

new contract

Soaring Eagle Casino and Resort

$9,546.17

Saginaw Chippewa Indian Tribe

$4,378

CMU Institutional Diversity

$9,900

CENTRAL MICHIGAN UNIVERSITY

TEAM BUILDING

JULIE BUSHART

As a sales staff, teamwork plays a huge role in the success of a student-run paper. It is very important that a sales team is enthusiastic about their work and has a positive attitude. I am the staff ’s “motivational leader” therefore I am always trying my best to help everyone have a positive attitude and have fun while staying on task. After a long hard week of visiting clients, creating spec ads and closing deals, a staff can always use a fun pick-me-up. At every Friday staff meeting, I have a team building game planned for everybody to participate in. These games range from building the tallest house out of our business cards, solving word puzzles, or practicing sales pitches. My favorite is the A to Z objection game. In the A to Z objection game members of each manager’s sales team are given a potential objection from a client. They are then given a letter from A to Z and they must start their rebuttal sentence with the given letter. Once all of the letters are used, the game is over. Throughout the semester, I keep track of which sales team wins each game and the team with the most points is given a prize. These fun and simple games keep the staff motivated and working hard.

CENTRAL MICHIGAN UNIVERSITY

WORK EXAMPLES

JULIE BUSHART

CENTRAL MICHIGAN UNIVERSITY

Native American Heritage Month NoveMber 2011

THURSDAY NIGHTS ARE

COMEDY

NIGHTS AT TALON

ADMISSION IS FREE BUT SPACE IS LIMITED!

CATCH BOTH NATIONAL HEADLINERS AND THE HOTTEST UP - AND - COMERS!

KEYNOTE SPEAKER:

Tatanka Means

Tuesday, November 8th Plachta Auditorium Warriner Hall • 7:00 p.m. Tatanka is an actor, stand-up comedian and motivational speaker from Chinle, Arizona. Means represents the Oglala Lakota, Omaha and Navajo Nations. Tatanka also holds more than six championship titles as a boxer. Most recently Means has been cast to take in a leading role in the feature film, Tiger Eyes. His accomplishments include playing roles such as Oglala Lakota Chief Crazy Horse in the TNT series Into the West, a part in the Disney ABC series Scoundrels, the horror thriller The Burrowers and working with award winning director, Chris Eyre on We Shall Remain.

THURSDAY, DECEMBER 1 • 8PM CHRIS BARNES The highly energetic, national headliner steps to the mic and shares his unique interpretation of life experiences.

MATT MCCLOWRY He’s a wordsmith with a perceptive eye and he’s bringing his refreshingly honest and brutally funny act to Talon.

FEATURED DOCUMENTARIES: __________________________________________________________________________________________________________________

reel Injun

We shall remain

*Approx. 85 min.

*Approx. 90 min.

WedNesdAy

TUesdAy

UC Auditorium, Bovee UC 12:00 p.m. and 6:00 p.m.

reelinjunthemovie.com

November 2, 2011

4th Annual Environmental Awareness Day

NAISO sponsored event to clean up the CMU campus.

Tuesday, November 1, 2011

Center for Inclusion & Diversity, Bovee UC • 12:00 p.m.

Soup & Substance

Dee Ann Sherwood, Lies My TV Told Me - American Indians, Myths, and Truths Thursday, November 3, 2011

“Smart,” “original” and “hilarious,” Kate Brindle is a comedic breath of fresh air. Don't miss her sarcastically upbeat style of comedy.

Terrace Rooms, Bovee UC • 12:00 p.m.

Artist-In-Residence: Beadwork with Katrina Mitten Instruction on traditional and contemporary beading techniques. November 14-19, 2011 Ziibiwing Center • 5:30 p.m. Register at www.sagchip.org/ziibiwing Cost: $35.00 Contact: 775-4750

Native American Heritage Month Food Taster

Mt. Pleasant, MI • 1.888.7.EAGLE.7 • SoaringEagleCasino.com

November 22, 2011

__________________________________________________________________________________________________________________

KATE BRINDLE

Stay Connected with Soaring Eagle:

After the Mayflower

A chance to taste traditional and contemporary Native American Foods Monday, November 14, 2011 Rotunda, Bovee UC • 5:00 p.m. $3 Students $5 General Public

Soup & Substance

John Fierst, The Captivity and Adventures of John Tanner: Editing an Anishinaabe Text Monday, November 21, 2011 Terrace Rooms, Bovee UC • 12:00 p.m.

SPEAKER: Joaquin Guerrero Michigan & Rookie Guardians of the Night Retired K-9 Division, Saginaw, MI Assisted in Operation 9/11 Monday, November 21, 2011 Rotunda, Bovee UC • 6:00 p.m.

Tobacco Teachings

Learn about the uses of tobacco in Anishinaabe culture and make a tobacco pouch. Wednesday, November 30, 2011 Center for Inclusion & Diversity, Bovee UC • 5:00 p.m.

SponSorS: Office of Native American Programs, North American Indigenous Student Organization, Office for Institutional Diversity, College of Fine Communication and Fine Arts, Program Board, Student Budget Allocation Committee, Office of Diversity Education, Saginaw Chippewa Indian Tribe, College of Humanities, Social, and Behavioral Sciences,Residence Life, College of Communications and Fine Arts, Multicultural Academic Student Services

CMU, an AA/EO institution, strongly and actively strives to increase diversity and provide equal opportunity within its community. For more information, or for individuals with disabilities requiring accommodations, please contact the Office of Native American Programs at 989-774-2508 at least two business days prior to the event.

AWARDS

JULIE BUSHART

CENTRAL MICHIGAN UNIVERSITY

Sean Campbell Columbia Student Publications Center Columbia Chronicle

Sales Representative of the Year 2012

To whom it may concern, Proactive, responsive and professional are the three words I would use to describe Sean Campbell. Over the past few months he has been assisting me with ad placement in the Columbia Chronicle. To say he has been helpful is an understatement as he has been instrumental in helping me come up with the right placement strategy for my client â&#x20AC;&#x201D;slicing and dicing various insertion, pricing and incentive options to come up with just the right fit. He has responded to my many emails and phone calls very quickly. When he noticed an issue with an insertion, he called me immediately. When I needed to talk to him on his day off, he took the call. All of which creates a great client experience; making for a very satisfied client. Best, Laura Giampietro Strata.G.Marketing 773-589-9540 Â

Sean Campbell Sr. Ad Account Executive Columbia Chronicle Newspaper

Sales Philosophy

CNBAM Committee, Patrick Fripp once said, “It is not your customer’s job to remember you. It is your obligation and responsibility to make sure they don’t have the chance to forget you.” Let’s face it, unless you’re located on campus, an ad for a college newspaper isn’t a top priority for most managers and marketing directors. We are currently in a changing industry, and there are hundreds of publications, in addition to twelve other colleges in the city of Chicago. So how do you convince someone to invest thousands of dollars with you? After working with Chicago professionals in the past year I figured out multiple philosophies, which I’ve found to be successful. When’s the last time you needed help moving, or needed a discount at your local retailer? The first thing you think is, “what friend can help me with this?” Now I can admit, you don’t make many friends cold calling business owners during their work hours, but whether the response is positive or negative, I treat every person as if we’re best friends. Think about the responsibilities of a best friend. They know you and the people around you, they continually check up on you, and no matter the circumstances you’re always, always available. This business is built on relationships. Before talking numbers, I feel it’s important for you to understand whom you’re speaking with. You can get multiple responses from salesmen who will say the same thing, but my strategy differs. Like every good salesmen, I take into account whether they’re male/female, old/young, and the type of business it is. Although these are all important qualities to take into consideration, the most important thing is to listen to the emotional state of your current or potential clients. A best friend can tell if you’re angry, sad, or excited, and they react off of that emotion. Someone once told me, a smart salesperson listens to emotions, not facts. I’m a firm believer of this statement. I believe that everyday is an opportunity. Don’t waste time waiting for inspiration. Begin and inspiration will find you. My workday starts as soon as I wake up. When I brush my teeth, I’m listening to radio spots. When I’m walking to the work, I pick up the paper to search for local businesses. When I’m on the CTA, I’m constantly looking at advertisements of potential clients. I’m always quick to take advantage of an advantage. My benefit in this case, is that I have plenty of businesses to contact. Columbia College Chicago students are spread throughout the city so I quickly point that out to possible customers. As every salesman knows, you get turned down more likely than not. With an abundant amount of competitors in the area, I always try to remember that just the moment you say, I give up, someone else is seeing the same situation is saying, “What a great opportunity!” Don’t be surprised to discover that luck favors those who are prepared. I admit I’m not perfect, not every customer has had the greatest response from our students. Every now and then clients call and get upset about the lack of students they’re receiving from their ads. As a salesman, you can’t get frustrated. You have to understand that you can’t control your audience. Before I get a call from a client, I like to be prepared. When you lose, don’t lose the lesson. If you realize you’ve made a mistake, IV

Sean Campbell Sr. Ad Account Executive Columbia Chronicle Newspaper

Sales Philosophy

take immediate steps to correct it. You can only find out the problem, and try your best to find a solution. Advertisers are like friends. They’re not going to like everything that you do. What’s important is that you’re constantly checking on the status of the client. The key to gaining respect from someone is to go above and beyond for him or her. If an ad isn’t working, provide them a new one. If a client doesn’t have the ability to view a proof, you walk it over to that location. If it’s your client needs to speak with you on a day off, you take that call? Best friends are always available. If you have a question, concern, or even need advice, a best friend will always be there to help. The same rules apply to salesmen. The most daunting task of a salesman is the dreaded cold walk-in. I, on the other hand, actually prefer it. Even if my sales goals are achieved for the upcoming week, I still like to search for future clients. I realized you can’t confuse comfort with happiness. Even though you reached your goal, they’re still opportunities to improve. The most important rule to cold walk-ins, is to always be professional. You have to become the kind of person who brightens a room just by entering it. Being a college student, you especially have to abide by this rule to earn respect. Before I even bring up the newspaper, I compliment their establishment. Everyone loves praise. You should always look for ways to give it to them. Most people are terrified of putting themselves in a position that more often than not comes out failing. I find that the more you know, the less you fear. If you show that you actually know something about the business, you are more likely to get a positive response. It’s important to do your homework and know your facts, but connecting those facts with opportunities, and most of all passion, persuades. Living in Chicago, everyday is like a lesson in sales. Growing up in the south side, you weren’t born a salesman; you were made into one. Although it was a tough environment, it only prepared me for my future. Something that I learned early was that the first conversation, or connection you have with someone is always important. This is a philosophy that I still carry to this day. Your initial actions determine the relationship that you and your company will have with that individual in the future. I give everyone the same equal opportunity. Although some people look at the south side of Chicago as a menacing place, I looked at my neighborhood as a chance to connect with different types of people. With sales, you have to seize every opportunity for additional training in your job. When I was younger I learned that sometimes, taking one step back, could get you one step forward. Going out of your way for someone shows you appreciate his or her business. I like to offer my clients extra incentives, in hopes that it will help build a stronger relationship, and in turn provide future advertisements. I’ve found that these lessons, and techniques have helped me achieve success in this field. Sales might be a frightening word for most, but I enjoy it. If you give more than they expect, and do it cheerfully; you will find that working with people can be quite gratifying. You just have to be open and accessible. You never know, the next person you meet could become your best friend.

Lauren Lahvic Ad & Business Manager Columbia Chronicle Newspaper

Page(s)

Section

Letter of Recommendation Ad & Business Manager

Letter of Recommendation Client

III-IV

Sales Philosophy

Job Description

Resume

Advertisement Example

Weekly Sales Figures

Overall Sales Figures

Appendix

Sean Campbell Sr. Ad Account Executive Columbia Chronicle Newspaper

Job Description

Senior Advertising Account Executive Job Description: Purpose:

The Senior Advertising Executive works on prospecting new clients daily. Responsible for bringing in the most ad revenue each week. This is done by selling ad space for multiple publications, and also our online website. Work closely with the Ad & Business Manager and the baisc AE’s to guarantee great client relations. To ensure this, follow up with clients via email, phone, and in person. Duties: • Selling advertisement for our major publications (Columbia Chronicle, Echo Magazine) •

Selling advertisement for our online website

•

Ensure great client relationships

•

Cold walk-ins to potential businesses

•

Manage street team

•

Following up with clients via email, phone, and in person

•

Cold calling potential clients

•

Assist Ad & Business Manager in billings

•

Training ad sales Executives

•

Assist Graphic Designers in creating spec ads

•

Review client contracts

•

Assist in staff meetings

•

Help conduct production day

•

Filling out insertion orders

Hours: 30 per week

Sean Campbell Sr. Ad Account Executive Columbia Chronicle Newspaper

Resume Sean Campbell Scampbell@chroniclemail.com (847) 271-7222

Objective To obtain a position that will enable me to use my strong communication, and creative skills, and where my experience can be utilized to improve client satisfaction. Education (2008 – Present) Columbia College, Chicago, IL Major - Marketing Communication (3.2 GPA) Experience: The Columbia Chronicle- Senior Advertising Account Executive February 2010 - Current • Advertising placements for The Columbia Chronicle • Top Intern for 2011 for Columbia Chronicle • Promoted twice in under one year • Increased revenue within department within the first 2 months • Worked directly with business owners around the Chicago Area • Worked directly with creative team to build company advertising T-Mobile- Street Team • Built relationships with high school students and their parents • Generate qualified leads Blue Sky Marketing- Outside Sales Representative • Worked directly with CVS/Walgreens Pharmacy Managers • Used Marketing Strategies to pitch promotional product • Top Sales Representative for Chicago market Walk M.S- “Nene’s Kids” Team Captain • Created Team for Charity Event • Worked with sponsors to promote team • Created T-shirt and product logo • Raised 2000.00 dollars within two weeks • Increased exposure of M.S. to local business for 2012 contributions • Voted “BEST” Charity Event by student class Jammin For Jane Charity Event – Event Representative • Developed press release advertisement • Worked directly with clients/vendors to increase donations Illinois College Press Association First Place – John David Reed General Excellence (non-dailies over 4,000) The Columbia Chronicle Second Place – Special Supplement (open) Advertising Staff 2

Sean Campbell Sr. Ad Account Executive Columbia Chronicle Newspaper

Advertisement Example

Welcome to delicious

1400 S. Michigan (14th Street) Monday - Sunday: 8am-3pm

% off

student discount monday- thursday

like us on follow us

@WafflesChicago

Or visit WafflesChicago.com

Sean Campbell Sr. Ad Account Executive Columbia Chronicle Newspaper

Advertisement Example

Big Ten Network Saturday

DirectEvery TVNFL Sunday game, Every Sunday $4 pints,

Sam Adams Winter Lager

$13.75 pitchers

10% off with student id

Sean Campbell Sr. Ad Account Executive Columbia Chronicle Newspaper

Weekly Sales

2,987

1,543 2,326 2,050 2,895 1,985 1,165 2,256 1,637 1,461 1,758 2,149 2,720 2,150 3,258

Sales Figures

1,000 2,000 3,000 4,000

12/12/11 12/5/11 11/28/11 11/21/11 11/14/11 11/7/11 10/31/11 1024/2011 10/17/11 10/10/11 10/3/11 9/26/11 9/19/11 9/12/11 9/6/11

Sean Campbell Sr. Ad Account Executive Columbia Chronicle Newspaper

$35,000

Overall Sales

$31,540

$30,000 $25,000 $20,000

$19,500 Quota/Goal Actual

$15,000 $10,000 $5,000 $0

Sales Figures

Cameron L. McClure Texas Student Media The Daily Texan

2012

e v i t

CNBAM Sales Representative of the year

a t s e n l e a S res p e R College Newspaper Business & Advertising Managers, Inc.

Cameron L. McClure Texas Student Media The Daily Texan

n o r e e r m u l a C cC M

Cameron L. McClure Texas Student Media The Daily Texan

io t a d

en m Letter of Recommendation om c e fR o er t t Le

January 14, 2010 P.O. BOX D AUSTIN, TX 78713 UTEXAS.EDU/TSM/

ADVERTISING

(512) 471-1865 (PH) (512) 471-1576 (FAX)

THE DAILY TEXAN DAILYTEXANONLINE.COM DAILYTEXAN.NEWSSTAND.COM

CNBAM Committee My name is Carter Goss, broadcast manager at Texas Student Media. I would like to recommend Meagan Gribbin for the CNBAM Sales Representative of the Year for 3 main reasons. First and foremost, Meagan is a go-getter. She has been with TSM for only one semester and she not only hit the ground running but we have already moved her into a management position which is usually reserved for students with at least 2 years of experience. DEDICATED - check that one off. Second. Meagan has the maturity level to use what she learns to benefit her career. She asks for projects to manage and pushes those projects to completion and ensures success. SPONGE - Check!

TSTV TEXASSTUDENTTV.COM

Third. If given the scholarship, I know Meagan will take advantage of every opportunity she is given at this year's CNBAM convention. She's not there to drink and party. She's there to learn, gain experience and meet future employers. DESERVING - Check Mate! Thanks,

KVRX RADIO TEXASSTUDENTTV.COM

TEXAS TRAVESTY TEXASTRAVESTY.COM

Carter Goss Broadcast Manager Texas Student Media University of Texas at Austin 512-475-6721 cartergoss@mail.utexas.edu

Cameron L. McClure RYAN FORD Texas Student Media TexasDaily Student Media The Texan The Daily Texan

ion

at en d m n e m m o Letter of Recommendation c m e Letter of Recommendation o R c f e ro fR e o t et er t L t Le

CNBAM Awards Committee:

i dat

Jason and I bought and took over Junior’s Beer and Wine in September 2011. Although Junior’s is an established business in Austin, we immediately wanted to do some advertising. I emailed the Daily Texan advertising department and within the hour Cameron gave us a call and set up an appointment to meet with us. Cameron is an excellent salesman! He has a fantastic personality and is great at what he does. As new owners we had a strict budget for advertising. He had to tweak it a few times but Cameron was able to give us exactly what we wanted in a price range we could afford. He was very helpful and responsive throughout the process. He explained all the different types of advertising as well as showing us examples. Once our ads were run, he always made sure to bring a copy by the store. I was extremely impressed by the whole process and how easy Cameron made it. He even contracted us after our initial advertising contract was up with an opportunity he knew we would love. Jason and I both agree without a doubt that Cameron should be the salesperson of the year. You can’t beat a guy like him, we love him! Thank you,

Tiffany Bollom and Jason Wiggins Owners 512.222.7577

Cameron L. McClure Texas Student Media The Daily Texan

Personal Philosopy Cameron McClure Sales Representative of the Year - Nominee Personal Selling Philosophy

The phone at my desk rings and my palms immediately become damp as my heart beat quickens. As the second ring sounds, I build up the courage to actually place my hand on the receiver. Taking a deep breath, I lift the receiver to my ear as the third ring starts and manage a meek, “Hello?” In the silence that follows, I clear my throat and muster a proper greeting, actually managing to stammer out my name and a “how can I help you?” and thus begins my first sales call as an account executive with Texas Student Media. Two years later, answering the phone is an hourly exercise, but I have never forgot how that first call felt, that even despite my shaking nerves, carrying on a conversation came as natural as it always had. Once I stopped thinking only about the sale, I was able to truly listen to the voice on the phone, not in terms of business and dollar signs, but as an individual with concerns and needs that I was helping them with. This realization has become my whole philosophy regarding sales: give focus to the person first and the sale will soon follow; focus on the relationship with the customer. Starting a sale is difficult, especially when it begins with a cold call to a business that hasn’t advertised before. Nobody really likes to be bothered by a sales call, and I feel like a harassing telemarketer when I do so. However, everyone enjoys a pleasant conversation, especially when it is about something near and dear to their heart for example: their business. I try my hardest to avoid sales calls and turn them instead into simple conversations, asking how long the business has been around, what brought them to Austin, how business has been, basically getting the whole back story. Most importantly, I talk to them, its as simple as that, we just talk for a bit and in doing so together we figure out what advertising would work best for the business. This method forges a reltationship beyond the flimsy salesman/customer, but one where we can chat without a thought about sales. I try to spend more time with clients outside of work by frequenting their business in order to strengthen this relationship. The end result of this is something beyond value in sales: trust. My clients trust me to have their best interests at heart and they truly value my suggestions because I have proven that I do. I am never afraid to turn down a clients request for advertising if I feel it will not benefit them and I know their money can be better spent elsewhere, even if this means I take home less commission at the end of the month because in the end, having their repeat business is more valuable in the long run. When I first started out as an account executive at Texas Student Media I made the common mistake of trying to make the sale every other sentence, trying to mention every product we sold and list off their benefits. What I wasn’t doing was listening to what the client was really saying about their business. My relationship with customers was strictly a business one, cold and mechanical and once I knew a business wasn’t interested; I stopped paying attention to them. I was struggling with getting new businesses to advertise because I couldn’t get past being just a salesperson, and people were able to realize that almost immediately. After I began focusing on relationship sales, instead of just sales, I learned how to talk outside of just the facts. I began laughing with my clients, hearing their business stories, hearing their life stories as well. I bult trust between us and as such my customers know that I respond to their needs and rarely hesistate when I let them know of what I think is a good opportunity for them.

Pers o

RYAN FORD

Texas Student Media The Daily Texan

Achievement

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P P

ent

X I D

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APPENDIX

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Cameron L. McClure Texas Student Media The Daily Texan

Job Description Job Description: Who we are… The World’s Largest College Media Agency in the Nation!!! Texas Student Media (TSM) properties include The Daily Texan, Texas Travesty, Our Campus, TSTV, 91.7 KVRX, and Online properties for all the aforementioned. The Daily Texan, specifically, has been printing for 109 years – a tradition that will be your responsibility to keep alive. This sales position differs from other college media opportunities because it provides absolute real-world experience. Although this position qualifies for the College of Communications’ internship program, we are far from getting coffee and filing papers. We are more akin to the fast-paced and high-responsibility work model you will see in Media Sales positions at renowned newspapers, television networks, and radio stations. After the hiring process, you will be trained in all media and the persuasion process of selling. By the end of the training program you will be expected to be proficient in: • • •

• • • •

Print, Radio, Television, and Online Media The execution of advertising efforts in these various medias The real-world, everyday experience of sales training acquired through formal training events, guest speakers, and the trialand-error journey you will embark on while keeping up your monthly quotas Billing process Presentation skills Experience with client relationship management Time management skills

On top of this, as the student trainer I am responsible for training the new account executives and planning new training initiatives, working one-on-one with the student team on prospecting, reaseaching clients, setting up sales meetings and closing the deal. It is my job to help new students be able to get a running start in the fast paced sales environment Qualifications: • You must have a car • You must be able to make MWF meetings from 8:30 am – 9:15 am • You must be willing to make 5-10 cold calls a days to clients that you are not familiar with • You must be able to setup and execute 15 in-person client meetings a month • You must be in good standing with The University of Texas: grades and conduct specifically • Be able to devote at least two semesters to the TSM job

Sale Sa less

Cameron McClure RYAN FORD Texas Student Media TexasDaily Student Media The Texan The Daily Texan

Sales numbers and Percentages Organizational Growth Cameron McClureâ&#x20AC;&#x2122;s Total Ad Sales

SUMMARY

Year to Date

Cameron McClure

Student Trainer (1/2 time sales) Assistant Manager (full time sales) Account Executive (full time sales)

2011-2012 2010-2011 2009-2010

TOTAL

YTD 6,310.02

GOAL 7,528.24

46,803.64 45,556.40

45,081.40 42,582.78

98,670.06

95,192.42

% to Goal 84% 104% 107% 104%

2011 Monthly Overview -

January o 2010 Revenue: $1,060.50 o 2011 Goal: $1,466.55 o Actual Revenue: $3,231.90 o Percentage: 220% o Ranking in % to Goal: 1st o Award: January Sales Superstar February o 2010 Revenue: $5,262.80 o 2011 Goal: $5,826.83 o Actual Revenue: $9,875.80 o Percentage: 169% o Ranking in % to Goal: 1st o Award: February Sales Superstar March o 2010 Revenue: $4,767.48 o 2011 Goal: $5,370.10 o Actual Revenue: $5,909.38 o Percentage: 110% o Ranking in % to Goal: 2nd o Award: N/A April o 2010 Revenue: $2,733.48 o 2011 Goal: $5,275.10 o Actual Revenue: $10,529.21 o Percentage: 200% o Ranking in % to Goal: 1st o Award: December Most New Business, April Sales Superstar May o 2010 Revenue: $483 o 2011 Goal: $2,122.00 o Actual Revenue: $562 o Percentage: 26% o Ranking in % to Goal: 8th o Award: N/A June o 2010 Revenue: $9,622.30 o 2011 Goal: $10,572.36 o Actual Revenue: $4,529.10 o Percentage: 43% o Ranking in % to Goal: 7th o Award: N/A

July o 2010 Revenue: $6,254.12 o 2011 Goal: $7,016.83 o Actual Revenue: $2,317.30 o Percentage: 33% o Ranking in % to Goal: 9th o Award: N/A August o 2010 Revenue: $3,090.89 o 2011 Goal: $3,985.43 o Actual Revenue: $2,975.10 o Percentage: 75% o Ranking in % to Goal: 4th o Award: August Sales Superstar September o 2010 Revenue: $5,094.70 o 2011 Goal: $6,904.17 o Actual Revenue: $980 o Percentage: 14% o Ranking in % to Goal: 10th o Award: N/A October o 2010 Revenue: $641 o 2011 Goal: $1,972.10 o Actual Revenue: $3,095 o Percentage: 157% o Ranking in % to Goal: 3rd o Award: Most New Business November o 2010 Revenue: $612.15 o 2011 Goal: $2,023.37 o Actual Revenue: $1,847.20 o Percentage: 91% o Ranking in % to Goal: 3rd o Award: Most New Business

Rev to Goal (1,218.22) 1,722.24 2,973.62 3,477.64

Pers o

Cameron L. McClure Texas Student Media The Daily Texan

Resume

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tatem

Cameron L. McClure 2819 Foster Ln Austin, TX 78757 (512) 497-6154 mcclure.mcs@gmail.com

Objective: To secure employment in the field of communications in the political field. Education: • University of Texas at Austin • Major: Political Communications • GPA: 3.8 • Wimberley High School Graduated third in class in 2007 Related Courses: • CMS 332K: Theories of Persuasion • CMS 306M: Professional Communication Skills • CMS 371K: Practices in Conflict Mediation o Received certificate to become licensed mediator and facilitator Work Experience: Student Trainer: Texas Student Media/Texas Travesty Sales Manager (Aug. 2011 – Present) • Responsible for training newly hired students and preparing them for the sales world. As Travesty manager, I keep track of number of sales and make sure the sales goal for that month is reached for The Texas Travesty. Account Executive: Texas Student Media (Dec. 2009 - present) • Prospect clients, sell the Daily Texan, supplements, KVRX, and TSTV, create proposals, communicate with the management team to enhance sales and improve profits Student Advertising Manager: Texas Student Media (May 2011 – Aug. 2011) • In charge of the student sales team, setting the meeting agenda, running meetings three times a week, training new hires, keeping track of goals and creating new sales incentives for motivation. Tart Frozen Yogurt (Sept. 2010 – May 2011) • First and most important is customer service, maintain the store through cleaning, making yogurt, and working the register Kins Market (Jan 2009-Feb 2010) • Handle inventory and stocking, help customers, work register Jimmy Johns Gourmet Sandwiches (Aug. 2009 - Feb. 2010) • Worked the register, made sandwiches in thiry seconds or less UT Call Center (Jan. 2007 - Feb. 2008) • Called UT alumni to ask for donations, raised over $50,000 for the University Job Skills: • • • •

Confident speaker in any situation Ability to adapt quickly to new situations Great interpersonal skills when dealing with people Driven and diligent in accomplishing tasks

ent

January 2012 To Whom it May Concern, As Director of Advertising at The Daily Titan, I am always seeking fresh sales talent and Cathlyn blew me away from her first interview. Cathlyn comes off a little shy when you first meet her but the second she opens her mouth her personality shines through. I have never worked with a sales person who has been able to handle any and every situation the way Cathlyn has. I can recall a specific situation where I passed along a lead to Cathlyn and she got right on the phone even though she was sick and working on homework, the client ended up being a huge hassle and had a million questions. She probably repeated herself a million times but she never showed that she was frustrated and by the end of the call she had sold an entire campaign that pushed her about her semester sales goal. There have been multiple times where she has sold on her very first cold call to a client simply because she gets them talking. She speaks with a strong elevated voice tone, which is something you wouldnâ&#x20AC;&#x2122;t expect from her just by looking at her. Clients had nothing but good things to say about Cathlyn because she would handle all problems and questions immediately, even if she werenâ&#x20AC;&#x2122;t in the office. Overall I would have to say that Cathlyn has been one of my favorite employees here at The Daily Titan. She is genuine and honest and has an awesome personality. I believe that Cathlyn can do what ever she sets her mind to and will be amazingly successful in the future. If I get the chance to recommend Cathlyn for a job in the future I will not hesitate to tell the employer that they would be out of their mind to not hire Cathlyn. Best, Amber VanOrman Advertising Sales Director The Daily Titan avanorman@dailytitan.com 657-278-4411

January 22, 2012 Dear CNBAM Committee, It has been such an honor to not only have had the opportunity to work with such an amazing staff from the Daily Titan newspaper at Cal State Fullerton, but also to be nominated for such an esteemed title. Despite having studied Advertising as a major, it was not until I had started working as an account executive in the advertising department of the Daily Titan this past fall semester, when I developed a high regard for sales and account management. Working for the Daily Titan has not only helped establish my own career goals, but has also helped me develop quality skills in customer service and communication with all sorts of people. By the end of the semester, I had abilities to quickly create effective campaigns based on certain budgets and needs, and pitch them to clients. I could cold call a business with the confidence that I can make their business more successful. When it comes to successfulness of a selling, I learned as an account executive, to utilize the concept of “following up” to its fullest potential. With every client that I have had business with, I had made sure to stay on top of their needs and wants. With every advertisement they wanted published, I made sure there was a sufficient amount of time for the advertisement to be produced and proofed until the client was satisfied with the final product. After the ads were published, I made sure to check up on the client to figure out the campaign’s effectiveness. Taking just a few minutes each day to keep in touch with clients makes all the difference in developing a personable relationship. With that, creating a trust with the business I am working with helps reassure them that I truly do want to make their campaigns a success and that I am not just another salesperson who is asking for money. Trust and having the ability to improve a client’s business with a successful campaign is what helps create long-‐term relationships and thus, renewed contracts and campaigns. I have observed this with a few returning clients who request the exact type of advertisement to run and dates they have had before such as one who had renewed a contract for a semester long campaign that ran the previous term. The main reasons I see behind these actions, and willingness to continue working with the Daily Titan is that they have developed a good trustful relationship with the paper and they have reaped benefits for it. Another part of developing a personable relationship with the client is to be able to listen to their wants and needs. Though this is included in the every account executive’s job description, it is something that I consider to be the most important aspect in any relationship. When communicating with a particular business, it’s important to remember that despite the fact that it is my job to help develop an effective campaign plan, it is more important to listen to what the client wants, even

if you do not agree. A client knows their own business best. Some may already know what type of advertisement they want published from working with other newspapers or prior experience with successful campaigns. Another important sales aspect I’ve learned was the importance of knowing what I’m selling. When I first started at the Daily Titan, we had a whole week dedicated to training and learning about what the paper has to offer for advertising. It was my job to learn every item, package, space for sale before meeting with a client to make working with a budget and certain needs a whole lot easier, and quicker in terms of creating campaigns to pitch. From there, I was able to develop confidence in what aspects advertising with the Daily Titan can do for a particular business. One can never go wrong in sales when you believe in the product you are selling. From working as an account executive I have realized my love for client services and developed a new understanding of the importance of developing a good relationship with them, which I contribute a great deal of my sales success to. When working in this position, you truly are the voice of the client, therefore listening and understanding what they want plays a major role in establishing that personable connection that benefits both the business you are advertising for, and yourself. Sincerely, Cathlyn Gonzales Account Executive Daily Titan Advertising

Job Descriptions: Account Executive (AE) Advertising Department Reports to: Amber VanOrman, Advertising Sales Director Account Executive’s are suggested to be in the office ATLEAST 3 hours per day Monday-‐Friday every week in order to complete all tasks required to be successful in this position. All Account Executives are required to work their hours during regular office hours which are Monday-‐Friday 9 am – 5 pm. Duties -‐ -‐ -‐ -‐ -‐ -‐ -‐

Prospecting and researching potential clients Face-‐to-‐face appointments with new and existing clients to put together successful ad campaigns based on budgets and needs of clients Contracts and getting them signed by clients Inserting all ads in a timely manner and properly into Adpro to ensure all ads run when scheduled Collecting payments on-‐time for all ads Ensuring that all ad materials are created by production or sent from client on time for each issue Creating a lasting successful relationship with all active clients

Experience and Skills Account executives need not having prior sales experience although it is desired, extensive training is provided upon hire. Account Executives are expected to have excellent communication skills and be comfortable interacting with all types of people. Account Executives are required to be professional in both manner and dress at all times which will be discussed in “Attire.” Account Executives are expected to have an understanding of both phone and written correspondence. Accounted Executives must also understand that it is imperative to be reliable and follow-‐through as well as be reachable even when not in the office for questions that may attain to deadlines. Pay Account Executives are paid a flat $150 plus commissions (discussed in “Commission and Compensation”) every 2 weeks if all requirements are met and presented every Friday to Amber VanOrman by 5 pm.

Cathlyn Gonzales 5431 Cajon Avenue Buena Park, CA 90621 Phone: (714)353-3108  E-Mail: cathlyn.gonzales@gmail.com

Education California State University, Fullerton, Fullerton, CA Bachelor of Arts in Communications with a concentration in Advertising • Advertising Club member • Zeta Tau Alpha Women’s Fraternity member

May 2012

Related Coursework • • • •

Broadcast Advertising Account Planning Local Focus Campaigns Writing for Advertising

Related Experience Account Executive of Daily Titan Newspaper, California State University, Fullerton • Researched potential and current clients, as well as communicate with new and existing clients to optimize revenue success based on their budget and needs • Learned and became proficient in using Adpro to track media schedules. • Was the first account executive to accomplish semester sales goal • Awarded the title of Account Executive of the Semester for Fall 2011 Which Wich, Fullerton, CA • Created and pitched a thirty second commercial spot for the Fullerton location of Which Wich • Designed a script and storyboard for the advertisement Chevrolet Marketing Challenge, Edventure Partners • Participated in a nationwide competition for developing a local campaign plan for the 2012 Chevrolet Sonic that is targeted towards Generation Y • Researched the brand as well as the target audience to create a SWOT analysis • Formed and pitched a creative campaign plan based on a budget of $100,000 Solegria Solutions Foundation Inc. • Produced campaign plan, with a budget of $10,000, that included a promotional event for Solegria Solutions Foundation Inc,, a nonprofit organization, that provides water filters to families in areas that do not have access to clean drinking water Philanthropy Chair of Zeta Tau Alpha Women’s Fraternity • Worked with a $4,500 budget in organizing Think Pink Week, which was dedicated to promoting breast cancer awareness within the Cal State Fullerton community • Raised $1,400, and collected over 1,700 Yoplait pink lids for the Susan G. Komen Foundation • Collaborated with the Susan G. Komen Foundation in organizing over one hundred volunteers for the Fall 2009 Orange County Race for the Cure.

August 2011 – December 2011

August 2011 – November 2011

January 2010 – May 2010

January 2009-December 2009

Skills • •

Proficient in using Microsoft office programs, including Word, Powerpoint, and Excel, as well as Apple programs such as, Pages, Keynote, and Numbers, in both PC and Mac computers. Has the ability to work under pressure and deadlines

APPENDIX (See attached document, Uptown Normal Deal, for page A-9)

Daily Vidette Marketing Consultant Job Description and Expectations Marketing Consultants are the core of the Advertising Sales department. The following are expectations of Marketing Consultants: 

Generate maximum sales from potential and existing clients: Marketing consultants will meet with clients weekly and provide an excellent level of customer service. They must make time to prepare for each meeting by checking zone summaries, account reports, and creating proposals. They must make cold calls and visits to prospects in their zones as well as media kits and thank you notes to clients.



Attend daily office hours and administrative office work: During the school year, marketing consultants are expected to be in the office for an assigned 30 minutes every day. This time is used to work within the office and to complete their weekly point packets. While only 30 minutes per day are required in the office, they will work approximately 10 to 12 hours per week including staff and client meetings, cold calls, working with artists, collecting prepays, and proofing advertisements.



Work in conjunction with the Advertising Production Staff: Each marketing consultant will work closely with their assigned artist to create and design innovative, effective advertisements and campaigns to meet clients’ needs. They must complete all ad request and spec requests completely while allowing ample time for the advertisements to be designed. Information for ad requests must be to the artist three days before the ad is running. If any problem arises, the marketing consultant is responsible for informing the Advertising Sales Manager.



Meet monthly individual and team goals, deadlines, and attend meetings They are responsible for meeting all monthly individual and team goals. These goals will be given by the Business Adviser and the Advertising Sales Manager. All advertisements must be entered into the computer three business days before the advertisement is scheduled to run and all artwork must be given to their artist by this time. They are responsible for attending weekly Sales Staff meetings as well as weekly Team Meetings.



Generate area involvement in special promotions The Advertising Sales Manager will assign special tasks for the marketing consultants to do during special promotions. Each is responsible for completing these tasks with a positive attitude.



Other duties as assigned by the Advertising Sales Manager Page | A-1

Eric Barbour Background Summary

Marketing communications enthusiast with two years of experience integrating print and basic online media in creative ways, achieving personal and client goals. Utilize a strategic mindset with a keen market awareness to provide sustainable marketing solutions and build value-enhancing client relationships. Pursuing a position in B2B consultative marketing with a reputable firm upon graduation in May 2012.

Qualifications

Effective Time Management Strategic Thinking and Planning Relationship Selling

Personal Productivity Cooperation and Group Synergy Proficiencies in Written and Spoken Spanish

Professional Experiences

The Daily Vidette Normal, IL Marketing Consultant Jan 2010- Present  Attained rank as top marketing consultant upon restructuring of evaluative criteria in a four-month period. During fall 2011 sold 185 ads that produced revenues over $80,000, was awarded Marketing Consultant of the Month twice, and cooperated with a colleague to implement a brand new feature that resulted in six new clients.  Supported record-setting month of sales in September 2010, exceeding personal quota by 148%.  Maintain rank among the top 10% of all consultants, reaching 114% of quota in two years by consistently meeting deadlines and financial responsibilities through timely communication with clients. Normal, IL University Directories Outside Sales Representative May 2011-Aug 2011  Executed more than thirty sales calls per day, resulting in individual production of seven new accounts and sales of six premium exposure spots, which enhanced poise in prospecting, building rapport, and closing the sale.  Cooperated with a team of three other representatives to increase revenue 13% from the previous summer that lead the nation in highest advertising retention percentage.

Campusfood.com “Foodie” Program Normal, IL Brand Ambassador Fall 2010-Spring 2011  Facilitated grassroots marketing initiatives on the Illinois State University campus fulfilling objectives of increasing online registration & orders and creating brand awareness for a newly introduced program.  Analyzed and evaluated the effectiveness of the program’s reach and conversion while managing a budget. American Marketing Association Normal, IL President May 2011-Present  Speak at bi-monthly meetings, informing members of upcoming events and new chapter developments.  Lead a team of four officers and sixteen directors, providing assistance in the planning, promotion, and communication to members of weekly chapter activities. Vice President of Communications April 2010-April 2011  Recruited and managed five different directors, setting and meeting advertising deadlines and promoting ISU Idol, an event that generated $1250 in revenue and increased attendance by 15% from the previous year.

Accomplishments

Marketing Coursework & Assignments

Daily Vidette Alumni Scholarship Stipend William & Nancy Yarger Scholarship (funded attendance of national marketing conference) Beta Gamma Sigma Business Honors Society Five-Time Dean’s List Award Recipient Illinois State University Honors Program 2012 Business Week Mentor

Education

Illinois State University Bachelor of Science Minor

Business Organization & Management Buyer Behavior Developments in IMC Strategies Personal Selling & Relationship Marketing Marketing Strategy & Design Creative Brief and Portfolio for Upper Limits Media buying simulation in print, radio, and television

Normal, IL Integrated Marketing Communications Spanish

47 Lincoln Ct. Morton, IL 61550

ericb1989@yahoo.com

Expected Graduation: May 2012 Cumulative GPA 3.82/4.00

(309) 258-9291 Page | A-2

Full Employment Summary: Inches and Points Barbour, Eric EMPLOYMENT SUMMARY

MONTH Jan-10 Feb-10 Mar-10 Apr/May 10 Summer 10 Aug-10 Sep-10 Oct-10 Nov/Dec/BTS Jan-11 Feb-11 Mar-11 Apr/May 11 Aug-11 Sep-11 Oct-11 Nov/Dec/BTS 11

Career

QUOTA 249 256 89 247 904 200 506 903 1167 698 870 922 1324 443 2311 2285

SOLD 257 166 70 921 738 239 1257 1008 1346 363 717 941 875 450 2336 3978

PCT. OVER QUOTA 3.21% -35.16% -21.35% 272.87% -18.36% 19.50% 148.42% 11.63% 15.34% -47.99% -17.59% 2.06% -33.91% 1.58% 1.08% 74.09%

2283

2214

15657

17876

REP POINTS

705 520 341 2055 1164 335 1255 585 617 284 374 420 525 395 530 835

PLACE 7 11 17 1 3 5 1 5 12 13 9 9 12 7 1 1

REPS 17 17 17 17 8 16 16 16 16 17 17 17 17 16 15 15

PLACE IN PTS. 70.00% 64.71% 100.00% 5.88% 37.50% 31.25% 6.25% 31.25% 75.00% 76.47% 52.94% 52.94% 70.59% 43.75% 6.67% 6.67%

-3.02%

654

66.67%

14.17%

11594

7.3

15.4

47.33%

The above diagram shows Ericâ&#x20AC;&#x2122;s entire Daily Vidette history. Quota and Sold have been converted from dollars to inches, thus overall he has reached 114% of quota in his entire experience as a Marketing Consultant. Eric has exceeded quota the majority of these months. The second set of numbers shows how Eric ranked in points. Points consist of activities including call sheets, team activities, proposals and media packets for clients, visit logs, and other various activities determined by the Advertising Sales Manager. Eric has ranked in the top 50% of points the majority of his time as a Marketing Consultant.

Page | A-3

SPRING SEMESTER 2011

Zone 1D

$ Sold in Fall 2010 $29042

SPRING 2011 QUOTA $28,636

10C $1263

$148

24H $2143

$2672

$ Sold in Spring 2011 $18466.00 $1794.00 (112% of quota) $3757.00 (101% of quota)

FALL SEMESTER 2011 Zone

$ Sold in Spring 2011

FALL 2011 QUOTA

$ Sold in Fall 2011

03E

$51726

$47812

$82,115.50 (172% of quota)

04B

$2308

$3731

$3,423.96

24G $1218

$2954

$1,085.00

$132

$1,790.86 (114% of quota)

$1677

Page | A-4

SPRING SEMESTER NUMBERS Account Report for Zone 1D/Stepping Stone Reporting 01/12/2010 through 05/20/2010 Stepping Stone Properties LLC Lincoln College - Normal Starplex Cinemas Great Clips Heartland Community College Bayberry Village Apts. Moe's Southwestern Grill

Customer Total: 1,482.5 inches Customer Total: 140.0 Customer Total: 220.0 Customer Total: 86.0 Customer Total: 140.0 Customer Total: 140.0 Customer Total: 40.0

$21,558.60 $1,027.53 $2,313.00 $656.01 $1,081.60 $1858.18 $346.50

Grand Total:

2,248.5

$28,841.00

Account Report for Zone 1D Reporting 01/11/2011 through 05/20/2011 Starplex Cinemas Great Clips Heartland Community College Bayberry Village Apts. *Stepping Stone Properties LLC

Customer Total: 196.0 inches Customer Total: 146.0 Customer Total: 140.0 Customer Total: 100.0 Customer Total: 842.0

$2,131.40 $1,110.69 $1,100.80 $1,421.55 $11,857.92

Grand Total:

1,424.0

$17,622.36

*With this zone, one of our prominent clients, Stepping Stone, was forced to cut its budget in half due to the parent companyâ&#x20AC;&#x2122;s requirements. Also, an isolated incident with an a printing error out of my control lead to a negative feeling toward the Vidette paper as a whole, though the error has been corrected and has not occurred since then. The client was satisfied with my services as a representative and understands the value of advertising through the Daily Vidette.

Account Report for 10C Reporting 01/11/2010 through 05/20/2010 Naturally Yours Grocery

Customer Total: 10.0

$93.10

Grand Total:

10.0

$93.10

Account Report for 10C Reporting 01/11/2011 through 05/20/2011 Naturally Yours Grocery Paul Mitchell School

Customer Total: 170.0 Customer Total: 10.0

$1,586.93 $111.62

Grand Total:

180.0

$1,698.55

Account Report for 24H Reporting 01/12/2010 through 05/20/2010 F.L.A.M.E Career Center Parking Services & Transportation Financial Aid Office STOP

Customer Total: 10.0 Customer Total: 80.0 Customer Total: 140.0 Customer Total: 100.0 Customer Total: 24.0

$73.50 $788.00 $1,102.03 $1,031.83 $176.40

Grand Total:

354.0

$3,171.76

Account Report for 24H Reporting 01/11/2011 through 05/20/2011 Career Center Parking Services & Transportation Financial Aid Office STOP

Customer Total: 80.0 Customer Total: 80.0 Customer Total: 100.0 Customer Total: 36.0

$800.00 $894.50 $1,219.25 $243.00

Grand Total:

296.0

$3,156.75 Page | A-5

FALL SEMESTER NUMBERS Account Report for 3E Reporting 08/24/2010 through 01/10/2011 Young America

Customer Total: 5,240.0

$46,133.36

Grand Total:

5,240.0

$46,133.36

Account Report for 3E Reporting 08/23/2011 through 01/17/2012 Young America

Customer Total: 7,389.0

$82,115.50

Grand Total:

7,389.0

$82,115.50

Account Report for 4B Reporting 08/24/2010 through 01/10/2011 Medici Reggie's Premium Sandwiches Pub I & II

Customer Total: 100.0 Customer Total: 25.0 Customer Total: 274.0

$1,157.36 $75.00 $2,449.18

Grand Total:

399.0

$3,681.54

Account Report for 4B Reporting 08/23/2011 through 01/17/2012 Pub I & II Town of Normal (New Account) The Pod (New Account) Windy City Wieners Chill Out (New Account) Garlic Press

Customer Total: 300.0 Customer Total: 10.0 Customer Total: 5.0 Customer Total: 10.0 Customer Total: 10.0 Customer Total: 10.0

$2,673.96 $300.00 $100.00 $100.00 $100.00 $150.00

Grand Total:

345.0

$3,423.96

Account Report for 24G Reporting 08/24/2010 through 01/10/2011 Illinois State Club Hockey *Recreation Services

Customer Total: 8.0 Customer Total: 255.0

$57.00 $2,112.50

Grand Total:

263.0

$2,169.50

*This was the semester before the new Recreation Facility opened at ISU, thus the budget was larger and more was done to create initial awareness and excitement in the state-of-the-art facility.

Account Report for 24G Reporting 08/23/2011 through 01/17/2012 Recreation Services

Customer Total: 140.0

$1,085.00

Grand Total:

140.0

$1,085.00

Account Report for 13: $0 in Fall 2010 Account Report for 13 Reporting 08/23/2011 through 01/17/2012 Obstetrics & Gynecology (Nona Fulk)

Customer Total: 202.0

$1,790.86

Grand Total:

202.0

$1,790.86

Page | A-6

Page | A-7

Page | A-8

Daily Vidette

Thursday, November 10, 2011

Free Screening of Santa Claus Conquers the Martians @ 1pm, Normal Theater, Popcorn & Pop are $1 Free goodie bags for everyone!

Santa will be in Uptown Saturday 11-2 Free Carriage Rides Sunday 11-2

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ASK FOR A TRIVIA QUESTIONI FOR 10% OFF YOUR ORDER

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Offer valid until 11/30/11 - Not valid with other coupons or specials - One coupon per customer

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Check Ou Our Dailyt Specials!

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Clothing Sale 20-40% off

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Mackenzie Davis 2221 University Avenue SE, Suite 450 Minneapolis, MN 55414 January 23, 2012 To Whom It May Concern, As the Sales Productivity Director at The Minnesota Daily, I am writing to you with great pleasure to nominate Mr. Anthony (Tony) Rappa as the 2012 CNBAM Sales Representative of the Year. In my three-year tenure at the Daily, I have had the opportunity to personally witness Tony’s progression from being an unpaid sales intern to his current position as the Senior National Marketing Consultant and I cannot imagine a better candidate for this prestigious award. His dynamic personality, leadership ability, and passion for our organization are characteristics that Tony embodies that make him an essential part of our sales team and exhibit the kind of qualities that any successful college newspaper representative should aspire to be. When I think of Tony Rappa, I think first of his bright personality that not only enhances his client interaction but also brings an unparalleled energy to the environment of the Daily sales team. When he approaches a potential client with an advertising proposal, he does so with the ease of an everyday conversation while at the same time conducting himself in a professional manner. As a result, followup calls become friendly chats and formal client meetings turn into casual discussions, often ending in closed sales, signed contracts, and ultimately increased revenues. Additionally, I know I can count on Tony to welcome new marketing consultants to the office, making them feel accepted among our large and potentially intimidating sales team, a task that cannot be done by managers alone. Because of this contagious personality, he is very popular among his peers and has deservingly been voted “Marketing Consultant of the Month” more times than any other rep in the history of the program. Tony’s easy-going attitude and thorough understanding of the behind-the-scenes operations at the Daily have given him a very versatile skill set that led him to hold almost every position in our sales department. We have relied on him to take over positions and client lists that had been plagued by high-turnover and error by previous reps. From Retail, to University, to Nationals, Tony has been able to turn previously damaged relationships into lucrative partnerships, making transitions smooth for the Marketing Consultants succeeding him. He is committed to being the best and his passion for the Minnesota Daily is evident in his every day interaction with his clients and co-workers. I have never received a complaint from any of the clients Tony has been responsible for in his two years of employment, and I do not foresee that changing anytime soon. It is possible that Tony’s popularity enables him to be the impactful leader that he is, or maybe it is because people notice that he genuinely cares, but whatever the case, when Tony speaks, people listen. Whether it is asking other sales reps about the problems facing their clients or offering advice at our sales meetings, he always has valuable contributions that benefit the group and help further the knowledge of younger sales reps. Tony’s habit of going above and beyond the call of duty inspired us to give him more leadership opportunities. We first challenged him with the duty of being the sole 2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: (612) 435-5865 www.mndaily.com

Senior rep, which includes conducting check-in everyday, approving ads on hold, filling out missing work orders and checking the layout each day in addition to his standard responsibilities. When he proved to complete these tasks flawlessly, we also created a Sales Promotions Committee that he would directly oversee. The committee is voluntary and made up of ten Marketing Consultants from various territories whose task is to come up with innovative ideas and promotions that will lead to higher readership and lowered return rates. It will see its official start in January 2012, but the team has already helped out in the hand-to-hand distribution of the Fall Sports Preview at the U of M’s annual Homecoming Parade as well as passing out coffee and donuts to promote the 2011 Game Issue, and I have every confidence in the continued success of this program under Tony’s direction. Besides being an incredible motivator and friendly face around the office, Tony’s performance hitting his sales goals have been essential to the Minnesota Daily’s revenue stream. The improvement that I’ve seen in his sales abilities has been monumental since he started as an unpaid intern in May of 2010. Going from selling roughly $3,700 in September 2010 to generating almost $40,000 in September 2011 despite switching positions at those times, speaks volumes to his development. Furthermore, after attending the 2011 CNBAM conference in Nashville, Tennessee, Tony brought back many great ideas that have been crucial to the innovation of our paper throughout the year. Overall, I am very proud of everything he has learned and accomplished for the Minnesota Daily, and it is with great honor that I recommend Tony Rappa as the 2012 CNBAM Sales Representative of the Year. Thank you for your consideration and if you would like any additional information about Tony, please do not hesitate to contact me at 612-435-5684. Sincerely,

Mackenzie Davis Sales Productivity Director

2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: (612) 435-5865 www.mndaily.com

To Whom it may concern, Tony Rappa has been one of the most reliable and efficient representatives that I have ever worked with. He works with a sense of urgency and commitment enabling us to run our campaigns smoothly and leaving our clients satisfied. Whenever I send out an email request, I can be sure that he will be one of the first to respond! Tony has also been a great help with our Price Waterhouse campaign. This campaign involves various branches including: ROP newspaper, online advertisements, post-its and FSIs. He is constantly on top of each task at hand to make sure that all ads are in place and running on time. He is perfect at sending out reminders for artwork and making confirmations to let us know that everything is ready to go. Because of Tony’s efficiency, Minnesota Daily does not have ANY cancelations due to the publication’s error. This shows the extreme carefulness taken by Tony as they have not missed a rundate, failed to send proof or done anything that may lead to a cancelation. In addition, we have received all proof of publication through December. This is a huge accomplishment as it allows our clients to receive proof of their campaign in a timely manner which they are always happy about! Tony is also a great negotiator. If for some reason the client is not satisfied with the way an ad may have been printed, he would be able to negotiate a discount that the client was happy with. An issue had arose with the quality of the 9/22 PWC ad that the client brought to our attention. The very next day, Tony had offered a discount that left the client satisfied and in turn allowed the campaign to continue running smoothly. Tony deserves to be the College Representative of the Year. His work ethic and integrity have surely helped us in meeting client’s needs and requirements. He goes above and beyond in helping with the campaigns. Throughout the year, he has been nothing short of reliable and amazing in this field! ROESHAWN HUNTER media assistant

re:fuel re:fuel is a former division of Alloy Media + Marketing

Tony Rappa Senior National Marketing Consultant of The Minnesota Daily CNBAM 2012 Sales Representative of the Year: Personal Philosophy Dear CNBAM Award Committee and Judges, I would not go as far to say that I am in the business of selling, but rather that my work revolves around consistently forming relationships with people in the Twin Cities area as well as on a national platform. With this in mind, I do not believe that the word “sales” does this profession justice. Selling is an action. It is a verb that describes what numerous professionals do in a wide variety of careers. Whether they are a novelist who pitches their next idea to a publisher, a scholarly professor who advocates for their research, or a food distributer who coveys the need for new distribution channels to their superior; selling is ever present in all facets of today’s professional world. Therefore, I could say that I work in sales, but the truth is that my position at the Minnesota Daily requires something more. When conversing with people about my position at the Minnesota Daily, they often believe that my job is to just sell advertising space. They believe my goal is to make as much money as possible by any means possible, even though they could not be farther from the truth. I am a Marketing Consultant. With that being said, generating capital for my company is but a small part of the whole of what I do. With this, I am a negotiator. I am a salesman. I am a mentor, and I am an idea generator. I am the person who is eager to hear about what a client did over vacation, or how business has not been going as expected. I am a problem solver. I am all of these things, because I care about the people who make my job so enjoyable to go to each and every day. In order to have success as a marketing consultant, my focus cannot only be on the advertising revenue I generate, but rather I am concerned with the revenue and the exposure that each of my clients’ ads creates when choosing to work with me. This can only be accomplished if I am able to establish a relationship with a client that involves two-way communication, where I am constantly aware of their needs, their critiques, and their well-being. I am able to do this by continually bringing them new ideas for campaigns, and constantly following up with them in order to ensure I perform my duties to the highest degree. When working with Boynton Health Services, which is the University of Minnesota’s student clinic, I was able to create two separate advertising campaigns for the institution in the 2011 fall semester. I was able to accomplish this, because I was interested in how the organization had worked in the past, what their needs and goals were for the upcoming year, and how they hoped to reach these set benchmarks. I was most concerned with what my client hoped to accomplish, rather than what I hoped to accomplish by making “a sale.” By doing this, making the sale is then not the focal objective but rather a byproduct of a successfully established two-way relationship between a client and myself. Understanding these needs and the problems clients face in relation to bringing their products and services to their potential customers makes this possible. As a member of the Minnesota Daily sales team, it is just as critical to be ever aware of the needs of my fellow members and their clients, as it is to be of my own client base. In this sense, we function more as a family than as a team. I find this to be a valuable trait in how we operate. I am able to continually push my peers to better themselves as consultants while in turn, they ensure that I complete my work in a way that reflects the quality that is known of the MN Daily.

2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: (612) 435-5865 www.mndaily.com

During the beginning of the 2011 fall semester, a teammate presented an issue she was facing with Intercollegiate Athletics at the University of Minnesota. This client was eager to find new and innovative ideas to enhance the student experience at sporting events, which would ultimately affect the culture of the student fan base in a positive way. With a little brainstorming, a manager and I were able to generate the initial blueprints for the “Super Fan of the Game” during U of M football games. When implemented, this promotion had fellow students recognized for their school spirit, and gave them incentives to attend and participate as an active member in the student community. By helping to meet the needs of a teammate’s client, we were able to strengthen her relationship with that said client, while striving to meet our own personal and team goals at the MN Daily. In today’s professional world, it is important to take what you have learned from experiences outside of your work setting, such as the CNBAM conference or other work positions, and apply those to better yourself as an employee, and to find new creative solutions to issues faced each day. As an attendant of CNBAM 2011 and as a promotional intern at a local radio station 92 KQRS, I believe I have been able to implement my skills and new ideas gained from them to better myself as marketing consultant. I was able to learn about strategies used by other college papers that would help to increase the value clients received when working with the MN Daily. I was able to learn what it takes to get the student population excited about the MN Daily as a brand through promotions when working with 92 KQRS. For these reasons, I have most recently become responsible for our Sales Promotions Committee, and with this, it is be my duty to help generate new ideas and nourish ideas of my fellow consultants that will ultimately increase the brand value of our paper. In all, I believe that my experiences as a member of our sales family, as an attendee at CNBAM, as a promotional intern, and as a student have helped me to understand the value of the relationships I form and maintain each and every day. I have been able to better myself as a marketing consultant and as a person, because I have been blessed to have such great friends, teachers, and colleagues. I am honored to be considered for CNBAM Sales Representative of the Year, and I am excited for a new learning experience in Miami. Thank you for your time and consideration. Sincerely, Tony Rappa

2221 University Avenue Southeast | Suite 450 | Minneapolis, MN 55414 Office: (612) 627-4080 | Fax: (612) 435-5865 www.mndaily.com

Job Descriptions of Positions Held Retail Marketing Consultant Reports To: Retail Sales Manager Responsibilities: Prospects and develops new business clientele. Maintains and expands account records Makes sales calls on current and prospective customers. Responsible for attaining monthly sales goals. Attends weekly sales meetings. Stays in constant contact with existing clients via phone, e-mail, and face-to-face interactions. Collaborates with production department to create effective promotional materials. Performs special duties as directed by the Sales Managers.

Customer Service Representative Reports To: Classified Sales Manager Responsibilities: Greets customers on the phone and in person, while directing phone calls and walk-ins. Schedules classified lineage ads. Maintains account records. Imports and exports ads from online classifieds listing page. Responsible for achieving sales quotas. Stamps outgoing and distributes incoming mail. Responsible for collections. Perform special duties as directed by the Sales Manager or HR Manager or Marketing Communications Director.

Senior National Marketing Consultant Reports To: Retail Sales Manager Responsibilities: Facilitate the production of the Minnesota Daily by conducting the check-in process. Approve necessary ads on hold. Effectively communicate with other 15 sales reps to ensure correct placement of advertisements. Prospects and develops new business clientele. Maintains and expands account records Makes sales calls on current and prospective customers. Responsible for attaining monthly sales goals. Attends weekly sales meetings. Stays in constant contact with existing clients and agencies representatives via phone, email, and face-to-face interactions. Collaborates with production department to create effective promotional materials. Performs special duties as directed by the Sales Managers.

Sales Promotions Coordinator Responsible for planning and coordinating any marketing promotions that pertain to the sales department. This includes coming up with innovative ideas and promotions that will help lead to higher readership and lowered return rates. The committee will act as a street team in distributing special issues, Daily cards, and other promotional material on campus to create buzz and generate interest in the MN Daily and our products.

2011 Fall Semester Nationals Advertising Revenue

Tony Rappaâ&#x20AC;&#x2122;s Advertising Revenue

Sales Figures

$45,000.00 $40,000.00 $35,000.00 $30,000.00 $25,000.00 $20,000.00 $15,000.00 $10,000.00 $5,000.00 $-

September

October

November

December

Goal

$25,000.00

$13,000.00

$11,000.00

$13,000.00

Actual

$39,818.00

$15,600.00

$6,612.00

$14,730.00

Fall Semester National Advertising Totals $90,000.00 $80,000.00 $70,000.00 $60,000.00 $50,000.00 $40,000.00

$62,000.0 0

$76,760.0 0

$30,000.00 $20,000.00 $10,000.00 $Actual

Fall Semester Advertising Revenue 2010 vs. 2011

Revenue

Goal

$45,000.00 $40,000.00 $35,000.00 $30,000.00 $25,000.00 $20,000.00 $15,000.00 $10,000.00 $5,000.00 $-

September

October

November

December

2010

$4,494.57

$5,607.00

$3,542.00

$1,310.00

2011

$39,818.00

$15,600.00

$6,612.00

$14,730.00

Tony Rappa 6608 LaCasse Dr.

Lino Lakes, MN 55038

(651) 341-5522

E-mail: rapp0060@umn.edu

Education University of Minnesota Twin Cities, Class of 2012 School of Journalism & Mass Communication Bachelor of Arts in Professional Strategic Communication-Advertising Carlson School of Management Management Minor GPA: 3.457 Skill Highlights Developed promotional and selling skills through work experience. Working in teams- assisted and trained individuals within a 15 person sales team. Communication- effectively expresses thoughts, ideas, and creative solutions in person or over the phone. Customer Service- developed through sales and assistant management experience. Decision making, analytical, strategizing, and motivational skills to ensure success for my colleagues as well as for myself. Motivated, self-starter that adapts quickly to a fluid environment. Relevant Employment History Senior National Marketing Consultant Minnesota Daily: September 2011- Present Managed numerous national advertising agency accounts, so as to reach target market through coordinating advertising schedule, financial management and active communication. Coordinated quality assurance and customer satisfaction through leading internal communication and check-in process. Established relationships with prospective clients by developing individual sales pitches in order to ensure the continued success of The Minnesota Daily. Generated over $45,000 in sales revenue toward reaching personal and department goals. Sales Promotions Committee Coordinator Minnesota Daily: January 2012- Present Responsible for generating, planning, and coordinating any marketing promotions that pertain to the sales department, which lead to higher readership of the Minnesota Daily. Promotions Intern 92 KQRS-Radio Broadcasting: April 2011-Present Responsible for promoting the radio station at various locations in the Twin Cities area. Prepared materials to be used and distributed when promoting the radio station. Retail /University Marketing Consultant Minnesota Daily: May 2010- August 2011 Managed large, high profile client list and created holistic, successful marketing campaigns. Ensured high levels of customer satisfaction through effective communication, quality assurance, and follow-up. Generated over $35,000 in sales revenue toward reaching personal and department goals. Extracurricular Involvement & Achievements AdFed Minnesota Member: November 2011-Present MN Daily Sales Representative of the Month: September 2010, October 2010, August 2011 Nominee for CNBAMâ&#x20AC;&#x2122;s 2012 Student Sales Representative of the Year. Second in MN Daily Triple Threat Revenue Contest in Fall 2011: Accumulated $5,730 in advertisement sales in a one-month period. Second in MN Daily New Client Revenue Contest in Fall 2010: Accumulated over $8,000 in advertisement sales to new or prospective clients. Third in MN Daily New Client Revenue Contest in Fall 2011: Accumulated over $3,000 in advertisement sales to new or prospective clients outside of my department.

September 2011 | The Minnesota Daily | DIRECT: 612-435-5766

Back to School with the Minnesota Daily Get to know your Marketing Consultant Hi! My name is Tony Rappa, and I have been a Marketing Consultant for the Minnesota Daily since May 2010. I am currently a senior in the School of Journalism and Mass Communications, pursuing a degree in Professional Strategic Communications with a minor in Business Management. When I am not occupied with school or the Daily, I may also be working with the local radio station 92 KQRS. Along with this, I enjoy anything that has to do with music whether it be playing guitar or going to local concerts, and I love anything outdoors, whether it be wakeboard, fishing, or down-hill skiing. I hope that provides a little more insight as to who I am, and I look forward to getting to know you over the course of this school year! Please donâ&#x20AC;&#x2122;t ever hesitate to call me with any questions about advertising with the Daily, and I will definitely be in touch with you to let you know about new and upcoming opportunities!

Monday

Tuesday

Wednesday

Thursday

Friday

1:00pm5pm

11:30am12:15pm, 2:15pm 5pm 9:45am11am, 12:45pm2:00pm

1:00pm5pm

11:30am12:15pm, 2:15pm5pm 9:45am11am, 12:45pm2:00pm

9:30am3pm

10:40am12:35pm, 6:15pm7:30pm

W: 612-435-5766 C: 651-341-5522 arappa@mndaily.com

Dates to Remember Fall Special Issues 9/6

(With Survival Guide)

In order to communicate more effectively with each other, here is what my typical week looks like. If you are unable to reach me at my office, feel free to call me on my cell phone at 651-341-5522.

In Class/ Unavailable

Marketing Consultant

Back to School Issue

Fall Semester Schedule

In the Office/ Available

Tony Rappa

No Classes

During the school year, the Minnesota Daily publishes 20,000 copies daily, Monday thru Thursday, distributed to over 200 rack locations

Fall Sports Preview

9/8

Bar and Beer Guide

9/29

Homecoming Issue

10/13

Fall Finals Issue

12/15

Looking Ahead MN DAILY CLOSED

12/16-1/16

First Day of Spring

1/17

Sex-U-Mah

2/9

Housing Guide

2/23

Grapevine Awards

3/29

Finals Issue

5/4

Ski-U-Mah

5/7

Survival Guide

6/7

*Mention this mailer and receive 50% off of color on your next ad!*

The Minnesota Daily 2221 University Avenue SE Suite 450 Minneapolis, Minnesota 55414 DIRECT: 612-435-5766 FAX: 612-435-5865 arappa@mndaily.com The Minnesota Daily is the 3rd largest newspaper in the Twin Cities metro area and proud to be named the 2011 Best All-Around Daily Student Newspaper by the Society of Professional Journalists Find us on the Web: www.mndaily.com

Tips for placing your 2011 Fall Semester Ads After a long summer on campus, itâ&#x20AC;&#x2122;s time for the transition from the once-a-week summer publication back to our Monday-Thursday full distribution! Some reminders going forward: Final deadline for placement, payment, and artwork of any print display advertisement is at 3:30pm TWO business days prior to run date. Special Issues have earlier deadlines; keep in touch with your rep to avoid missing these opportunities!

NEW at the Minnesota Daily With the new school year come some great new additions to the Minnesota Daily offerings, be on the lookout for the following: Stay tuned for the launch of our brand new Android and iPhone MN Daily application that will bring campus news, maps, event schedules and other features directly to the palm of the U of M student body! The 2011-2012 Media Kit is in the process of being completed and will be sent out immediately upon arrival, look for it around mid-September. New advertising opportunities have been added to the mndaily.com, check out the new Page Curl and Middle Banner options online!

The Minnesota Daily 2221 University Avenue SE Suite 450 Minneapolis, Minnesota 55414

[Recipient Name] [Street address] [Address 2] [City, ST ZIP Code]

Advertising Schedule for Boynton Health Services-2011 Date 9/8/11

Issue Fall Sports Preview

9/16/11

Bar & Beer Guide

Size & Spec Back Cover (Full page/free color) Full page/spot color

9/22/11

Traditional Issue

Full page/full color

9/26/11

Traditional Issue

Quarter page/spot color

10/6/11

Traditional Issue

Daily Doodle Sponsor

10/13/11

Homecoming Issue

Full page/full color

10/20/11

Traditional Issue

Full page/full color

10/27/11

Traditional Issue

Half page/spot color

10/31/11

Traditional Issue

Full page/full color

11/10/11

Traditional Issue

Half page/ full color

Total Investment for Print:

Rack Type Platinum (Coffman) Platinum Silver Bronze

Location Coffman Ground Classroom Office Building Bailey Hall Christiensen Center Total Investment for Rack Ads: Total Investment with MN Daily: $12,250.00

Price $1,500.00 $1,260.00+$150.00 Total: $1,410.00 $1,260.00+$250.00 Total: $1,510.00 $315.00+$150.00 Total: $415.00 No Price: Must provide the prize to be given away. $1,260+$250 Total: $1,510.00 $1,260+$250 Total: $1,510.00 $630.00+$150.00 Total: $780.00 $1,260+$250 Total: $1,510.00 $630+$250 Total: $880.00 $11,025.00

Price $375.00 $350.00 $250.00 $200.00 $1,175.00

Know that this total will be lower with an IMC. Also, some of the prices for color and the racks may be subject to change, and with this they would end up being a lower price. I did not include the locations Pioneer Hall, Comstock Hall, or Middlebrook Hall as they will not be available for the upcoming semester.

Intercollegiate Athletics Superfan Campaign (Inspired by Tony Rappa)

CNBAM

|12

Miles Buckley Student Sales Representative of the Year - CNBAM 2012 Nomination C A L I F O R N I A S TAT E P O LY T E C H N I C U N I V E R S I T Y

Letter of Recommendation

January 22, 2012 To Whom It May Concern: It is my pleasure to recommend Miles Buckley for the 2012 CNBAM Sales Representative of the Year award. We began advertising with the Mustang Daily in order to attract college students to Cowgirl Café, and Miles has been an excellent steward to help us reach this market. Before opening our new location, Miles emailed me to request a meeting and discuss some ideas regarding advertising for the restaurant. I was impressed with his proactive approach, and we were able to develop a campaign that has been very successful with Cal Poly students. Miles has done a great job of keeping up regular communication, and is always available and on time when I need to meet with him. In the past I’ve hesitated to advertise due to lack of salesperson commitment. However, with Miles this is never an issue. He responds quickly to email and phone calls, has been able to make same day ad changes, and always brings great ideas to the table when it comes to the Mustang Daily. I am continually impressed with his attention to detail and understanding of my business, which is why I believe him to be an excellent candidate for the 2012 CNBAM Sales Representative of the Year award. Sincerely,

Pat Addy Founder Cowgirl Café

M I L E S B U C K L E Y - CNB AM Student Sales Representative of the Year

Letter of Recommendation CNBAM Judges,

January 25, 2012

It is with great pleasure that I nominate an outstanding student, and young man, Mr. Miles Buckley, for CNBAM’s 2012 Advertising Sales Representative of the Year award. Miles has worked at the Mustang Daily since September 2010, and during that time, he has increased his sales by more 300%, signed 45 inactive clients, sold numerous contracts, and exceeded all goals which make him the ideal candidate for such a prestigious award. Miles has great enthusiasm for his position at the Mustang Daily and his clients that he interacts with daily. Miles doesn’t sell just a client ad space, he sells a package that brings effective solutions to each business. Miles often jokes that is favorite part about working and communicating with clients is overcoming objections. He looks at objections as new opportunities, and just because one pitch didn’t work, doesn’t mean he can’t go back with another idea. Miles’ problem solving skills are on par with those in the professional world. Miles isn’t afraid to ask clients questions about their business, which allows for him to create new and innovative ways to improve clients’ ads and get more customers in their doors. The dedication that Miles has for his job and the Mustang Daily is shown in all that he does. He stays organized and completes his tasks quickly and diligently. As a whole, Miles is an ideal contributor to the Mustang Daily, and always exceeding expectations. Miles’ drive as an account executive has had an amazing impact on the Mustang Daily advertising revenue and staff. He has been successful at maintaining a large account list, meeting and exceeding goals, all the while staying extremely organized and positive. Miles has such a passion for his position at the Mustang Daily, often calling his peers, family. Miles is a true believer in hard work and more importantly, teamwork. He is eager to spend time working with and mentoring the staff. I can’t say it enough about him, but Miles has an undeniable drive, immense pride, is always willing to help his peers, and wants to learn and do the most he can, while working at the Mustang Daily. He has accounted for 18% of the total local sales on a staff of 12 account executives during the 2010-11 school year. These traits and characteristics prove that Miles is an ideal candidate for CNBAM’s 2012 Advertising Sales Representative of the Year award. It is with great confidence that I nominate Miles Buckley for CNBAM’s 2012 Advertising Sales Representative of the Year award. I truly believe he has exceeded all requirements, making him the perfect candidate. Thank you for your consideration.

Stephanie Murawski Advertising Coordinator Mustang Daily, Cal Poly SLO

M I L E S B U C K L E Y - CNB AM Student Sales Representative of the Year

Personal Selling Philosophy “Wise men speak because they have something to say; Fools because they have to say something.” – Plato Any salesman can have something to say, but it takes a true Account Executive to effectively speak to a client’s needs. Reaching and achieving a client’s goal doesn’t simply imply selling a product, but rather connecting on a personal level to demonstrate an understanding of their needs, aspirations, and expectations. Although I feel my ability to connect with my customers is my strongest trait as a salesman, it wasn’t always as natural as it is today. I graduated top of my high school class as valedictorian in 2008, but had no idea what I was doing with my future. Not knowing what career I wanted to pursue, I took my 4.2 GPA to community college without even applying anywhere else. Two years later, I realized while everyone else was studying biology or agriculture, I had only two consistent passions—being successful and providing solutions. After that I only applied to one college, and luckily was accepted into California Polytechnic State University’s business program. I finally had a school— now I just needed a career. I quickly learned of a position at the Mustang Daily called an account executive. It was a multifaceted position that fused advertising, marketing, public relations, and of course: sales. It sounded perfect. I soon realized that being effective in a sales position goes far beyond simply hitting the pavement and soliciting a product. It requires an attention to detail, the ability to listen, and a dedication to building lasting relationships. I remember my first sales calls… My pitches being like a shotgun blast of information “Hi, my name is Miles. I’m from the Mustang Daily and I’d like to talk to you about some opportunities. WehavethisspecialeditionandthesedirectoriesandIcanincreaseyourbusiness,whatdoyousay!?” Yeah, not so good. If there’s one thing I’ve learned and like to share with my peers, it’s to listen. Clients love talking about their business, and love being asked questions that allow them to consider new possibilities and perspectives when it comes to growing their sales. Often clients will express problems and dissatisfactions without even knowing it. This provides an effective salesperson with not only opportunities, but the ability to deliver a solution. It’s an unadulterated look into the struggles and goals of the business, and allows you to better tailor yourself to the need of the client. I learned this the hard way, but it soon helped me not only conquer my goals, but bring in new businesses and revenue as well. Contracts may be signed in ink, but real sales begin with listening. When generating new revenue, it’s always important to keep an ear to the ground. Once you have built a personal relationship with clients, they are often more than happy to help

M I L E S B U C K L E Y - CNB AM Student Sales Representative of the Year

Personal Selling Philosophy (cont.) you develop new points of contact with other businesses in the area. Discovering changes in ownership or management, finding old businesses closing down, and of course checking out who’s running with the competition, can be key to cultivating new leads and clients. With the economy as it is, everybody’s pocket books are closing up, and people are taking fewer risks financially in hopes for better days. I have found the initial trust I build with my regular clients often translates into a database of new and eager clientele as well. Selling shouldn’t be as short-sighted as making a monthly goal. Instead, sell with the intention of making a meaningful impact on those who rely on and trust you. I attribute my own personal successes to the extra time, attention, and detail I spend on each client. Learning from the initial shotgun blast pitches I used to inflict on clients, I have since been able to skyrocket past previous years sales and increase overall revenues by simply having something meaningful to say and offer, rather that just foolishly saying anything. I was excited when I got the job, but also gained something I hadn’t expected—a family. As a transfer student I was concerned with finding friends, fitting in, and feeling a sense of belonging. These worries were instantly washed away when I joined the Mustang Daily. I soon found myself sharing the same passions and goals as those around me, and our collective enthusiasm for providing local businesses with promotions, advertising, and solutions was more rewarding than receiving grades had ever been. Some may attribute success to luck—and that may be a factor, but I think the true test of an account executive is not the sales made or the impact in numbers. Rather, it is the lasting impressions made on the clients represented that shows the true sign of success in an advertising account executive. Thank you for your consideration,

Miles Buckley Mustang Daily Advertising Account Executive California Polytechnic State University

M I L E S B U C K L E Y - CNB AM Student Sales Representative of the Year

Appendix

Résumé.............................................1 Job Description...................................2 Record of Sales    O v e r v i e w. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3 Quar terly Breakdown........................4 Monthly Breakdown........................5 Ex a m p l es   of  Wo rk Contracts & Campaigns..................6 I n n ov a t i o n s   &   I m p rove m e n t s . . . . . . . . . . . . . . . . 7 A dve r t isin g  D e s i g n  I m p rove m e n t. . . . . . . . . . 8 Awards & Development......................9 Getting Involved..............................10

M I L E S B U C K L E Y - CNB AM Student Sales Representative of the Year

Résumé

miles buckley

880 Leff St. # 11 • San Luis Obispo, CA • 93401 CELL (530) 559-‐8104 • E-‐MAIL mbuckley@calpoly.edu

PROFILE

EXPERIENCE

EDUCATION

AWARDS

PROJECTS

SKILLS

In our struggling economy, I’ve found success through a philosophy of excellent customer service, a fastidious work ethic, and a passion for providing valuable business solutions. Personable, punctual, and an effective communicator, I am able to exceed the expectations of my employers, as well as establish lasting relationships along the way. Graduating June 2012, I am looking for full-‐time employment with the opportunity of upward mobility as well as personal and professional growth. Mustang Daily – Account Executive / Advertising Manager § Increased client list and monthly revenues an average of 175%. § Maintained a list of 100+ clients to develop marketing and advertising plans as well as designed promotional media. § Responsible for a team of 12 Account Executives. § Motivated and trained sales team to increase contracts, overcome sales goals, and establish new and sustainable revenue streams. SS Management – Marketing Intern § Generated comprehensive marketing materials for email blasts. § Cultivated hundreds of industry contacts for prospect list. § Coded and maintained HTML websites and social media presence. § Often worked outside of job description to fill gaps in efficiency. Foster Media – Production Assistant § Scheduled, contacted, and delivered tour books to clients such as Van’s Warped Tour, Rockstar’s Taste of Chaos and more. § Produced tour materials and itineraries for national and commercial use. BS in Business Administration – Marketing Management Concentration Enrolled at California Polytechnic State University, 3.91 GPA A.M.A.– American Marketing Association Member Account Executive of the Month – September -‐ October 2010 “Awarded for excellence in client relations and increasing revenues” Exemplary Team Member Award – 2010-‐2011 “Exceeded sales goals and assured efficiency to increase team sales”

Family Partnership Charter School – Delivered communication outreach plan to increase enrollment and awareness through primary and secondary research. Cal Poly Theater & Dance Dept. – Developed and presented comprehensive marketing strategy to increase consumer awareness and performance attendance. MS Office Suite – Word, Excel, PowerPoint, Access Social Media – Facebook, Twitter, WordPress, Tumblr, LinkedIn Adobe Suite – InDesign, Photoshop, Illustrator, Dreamweaver SymphonyIRI – Evaluated market data and received training certification. SPSS/PASW – Analyzed and applied market data to determine trust gaps.

M I L E S BU C K L E Y - CNB AM Student Sales Representative of the Year

Job Description Advertising Account Executive: Primary responsibilities include introducing the Mustang Daily to businesses in our marketing area, and through relationship sales techniques, introducing advertising opportunities for them in our publication. Primary goal is to increase advertising sales revenue. Basic Functions: 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 17. 18.

Maintain contact with all accounts on your list on a regular (weekly) basis. Look for new accounts to target. Research competing media to find new accounts to cold call. Visit clients at their business on a regular (weekly) basis. Providing â&#x20AC;&#x153;Needs Analysisâ&#x20AC;? to determine primary demographics, background company info, peak seasons, primary products, and further understand company goals. Use sales techniques to persuade accounts to place ads in the Mustang Daily. Actively participate in all Mustang Daily events and marketing strategies. Making return calls to customers who say no and looking for opportunities to provide new and innovative solutions to clients. Meeting and communicating with many different types of people and businesses in a professional way. Giving and explaining rate card and media kit information to customers. Creating spec ads. Filling out insertion orders. Collecting payments on pre-pay advertisements. Showing advertising proofs to clients. Servicing walk-in clients, faxing information, handling phone inquires. Responsible for maintaining a weekly call sheet All other duties as assigned.

Hours:

10-20 hours per week. Must be able to work every day, Monday through Friday, and must attend all sales meetings and be present for all deadlines. Advertising Account Executives have to report all days off to Advertising Manager and Advertising Coordinator. Frequent absences will not be tolerated.

Pay:

Salary and commission based. Bonus and incentives are based on sales.

M I L E S BU C K L E Y - CNB AM Student Sales Representative of the Year

Record of Sales - Overview OVERVIEW Fall ‘10 to Spring ‘11 • 19 Inactive clients signed • 242% Sales increase from previous year • New Revenue brought in: • $15,520.44 • Total Revenue from Fall ’10 to Spring ‘ 11 • $26,478.44

Miles Buckley’s Territory:

$26,478.44 Total Revenue Fall 2010 to Spring 2011

$10,958.00

2010-2011 RETURN REVENUES:

$10,958.00 $15,520.44

2010-2011 NEW REVENUE:

$15,520.44

SPECIAL EDITIONS • Fall Career Fair ‘10 • Brought in 35% of total revenues (out of 12 reps) • Winter Career Fair ‘11 • Brought in 24% of total revenues (out of 12 reps) • Best For Cal Poly ‘11 • Increased revenues by over $1,000 • Brought in 23% of total revenues (out of 12 reps)

Cold Call/ Inactive Account Conversions Client Name

Column Inches

Alcon Laboratories Inc

Bill Aron Law

Boeing

ConocoPhillips

31.5

Cowgirl Café

284

Dr. Cains Comics

First Presbyterian Church

GSE Construction Company

Idlers

Jiffy Lube

216

Koei-Kan Karate-Do

Lincoln Market & Deli

Patrick James Menswear

Paul Brown

Piece Clothes

115

Rock N Roll Hair

184

San Luis Property Management

Taj Palace

Yardi Systems

M I L E S BU C K L E Y - CNB AM Student Sales Representative of the Year

Record of Sales - Quarterly Breakdown Fall Quarter ‘10 $10,000.00

2010

$9,000.00 $8,000.00

2009 SALES:

$1,619.00

$7,000.00 $6,000.00

2010 SALES:

$9,137.50

$5,000.00

Sales Increase of 464%

$4,000.00 $3,000.00 $2,000.00 $1,000.00

New Clients Signed: Alcon Laboratories, Boeing, Dr. Cains, First Presbyterian, Jiffy Lube, Koei-Kan KarateDo, Paul Brown, Rock N Roll Hair

2009

$0.00

2011

$12,000.00 $10,000.00

Winter Quarter ‘11 2010 SALES:

$5,357.00

$8,000.00 $6,000.00 $4,000.00

2011 SALES:

$11,924.94

2010

Sales Increase of 223%

New Clients Signed: GSE Construction Company, Idlers, Lincoln Market & Deli, Piece Clothes, San Luis Property Management, Taj Palace

$2,000.00 $0.00

Spring Quarter ‘11

$6,000.00

2011

$5,000.00

2010 SALES:

$2,733.00

$4,000.00 $3,000.00 $2,000.00 $1,000.00 $0.00

2011 SALES:

2010

$5,409.00

Sales Increase of 198%

New Clients Signed: Bill Aron Law, Conoco Phillips, Patrick James Menswear,Yardi Systems

M I L E S BU C K L E Y - CNB AM Student Sales Representative of the Year

Record of Sales - Monthly Breakdown Fall 2010 Month

Total Revenue $9,137.50 September

October

November

December

403%

746%

295%

396%

New Revenue New Clients Signed Special Edition Special Edition Revenue

$625.00 2 n/a

$2,615.50 3 Career Fair $1,249.50

$2,068.50 1 n/a

$970.60 3 Graduation $1,215.60

Return Revenue

$155.00

$518.00

$701.00

$245.00

Total Revenue Earned

$780.00

$4,383.00

$2,769.50

$1,215.60

% Increase from 2009

Winter 2011 Month % Increase from 2009 New Revenue New Clients Signed Special Edition Special Edition Revenue

Total Revenue $11,924.94 January

February

March

194%

220%

311%

$1,423.45 2

$3,255.00 3

$1,480.00 1

Career Fair Best For Cal Poly $409.50 $3,516.00

Spring BTS $2,180.00

Return Revenue

$1,945.00

$2,712.00

$700.00

Total Revenue

$3,777.95

$5,967.00

$2,180.00

Spring 2011 Month % Increase from 2009 New Revenue New Clients Signed Special Edition Special Edition Revenue

Total Revenue: $5,409.00 April

May

June 130% All New Revenue

202% $1,650.00 2

$322.00 -

$704.00 2

Open House $2,106.00

Graduation $704.00

Return Revenue

$1,644.00

$1,089.00

Total Revenue

$3,294.00

$1,411.00

$704.00

M I L E S BU C K L E Y - CNB AM Student Sales Representative of the Year

Examples of Work - Campaigns and Contracts J. Carroll Here is an example of a yearlong contract sold to J. Carroll. This contract demonstrates the consistency and frequency I built with my clients to ensure both increased revenues for their business, as well as increased sales for the Mustang Daily. With this contract, J. Carroll began running every single day of the academic year. This was done to develop a “top of the mind” awareness with Cal Poly students, ensured that when they needed custom designed t-shirts printed, they remembered J. Carroll.

Cowgirl Café Here is an example of a campaigned I developed and designed with the owner of Cowgirl Cafe. The business was opening it’s first location in my territory, so I met with the owner to brainstorm on how to increase their student demographic sales, and came up with a budget breakfast deal of only $5.95. Students may not have a lot of extra cash, but they also can’t pass up a great deal! Since the ads began running, the client has expressed that the campaign has been tremendously successful. nEw s

$ 10.00 OFF

$ 5.95 Student Breakfast Mon-Fri:

lo lo

catio

NEW S

Open Daily for Breakfast & Lunch Dinner Served Tuesday-Saturday

$ 10.00 OFF

WE OFFER

1055 Olive Street • off Santa Rosa • SLO • (805) 543-6403

Cal Poly Chocolate Milk & Cheeses in our meals!

Student Breakfast MONDAY–FRIDAY

$ 5.95 2 eggs, 2 bacon/sausage, potatoes & toast!

HUGE PORTIONS SO YOU NEVER LEAVE HUNGRY!

when you mention this ad with purchase of $35 or more!

10% off all other items w/student ID.

CATIO

GRAND OPENING

HUGE portions so yoU nEvEr lEavE HUnGry!

2 eggs, 2 bacon/sausage, potatoes & toast!

LO LO

1055 Olive St. SLO

10% OFF all other items w/ student ID.

w/ purchase of $35.00 or more when you bring in this coupon–not valid with any other offers

WE OFFER Chocolate Milk & Cheeses from Cal Poly in our meals!

1055 Olive St. SLO

Breakfast & Lunch 7 days a week 6am-2pm

(805)543-6403 1055 Olive Street Off Santa Rosa

M I L E S BU C K L E Y - CNB AM Student Sales Representative of the Year

Examples of Work - Innovations and Improvements Innovation Basketball Pull-Out A key to great sales is delivering effective solutions to clients while developing new revenue streams. The Basketball Pull-Out did just this. We would hand them out at each game, and students would hold the banners high above their head when cheering for the home team. The Basketball Pull-Out is also a great advertising opportunity for clients. Not only is every student and parent in the auditorium staring at your ad the entire game, but they’re holding it up like a personal billboard as well. After each game Fatte’s Pizza expressed to me they were mobbed with on-campus deliveries. 2161 Broad Street SAN LUIS OBISPO

PIZZ visit

us at

www.

fattes

(805) 543-2457

m slo.co

VOTED ONE OF THE BEST SLICES OF PIZZAS IN SLO HOME OF THE BUY 1 GET 1 FREE OPEN SUNDAY–THURSDAY 11 AM TO 11 PM • FRIDAY & SATURDAY 11 AM TO 12 AM

PARTY PACK FOUR LARGE PIZZAS with two toppings

$3499 +tax

TWO LARGE PIZZAS with one topping

VALID WITH COUPON ONLY. FOR DELIVERIES, PLEASE MENTION COUPON WHEN ORDERING.

CHICKEN COMBO

STICKY FINGERS PIZZA two large pizzas

$1999 with mushrooms, onions, black olives, green peppers, tomatoes, and artichoke hearts

VALID WITH COUPON ONLY. FOR DELIVERIES, PLEASE MENTION COUPON WHEN ORDERING.

ROOMMATE SPECIAL

TWO LARGE DELUXE HAWAIIAN

TWO SMALL PIZZAS

+tax

two large pizzas

+tax

with one topping

$1999

$2399

$1999

with chicken, garlic, black olives, onions, and tomatoes

2 large 2-topping pizzas, 6 drinks, garlic bread and 1 order of buffalo wings OR medium antipasto salad

with ham, pineapple, onion, bacon, extra cheese

VALID WITH COUPON ONLY. FOR DELIVERIES, PLEASE MENTION COUPON WHEN ORDERING.

+tax

VEGGIE PIZZA two large pizzas

$2199 with pepperoni, ham, bacon, onions, Italian sausage, mushrooms, black olives, and green peppers

$1399

and a 12 pack of sodas

+tax

$1099 +tax

VALID WITH COUPON ONLY. FOR DELIVERIES, PLEASE MENTION COUPON WHEN ORDERING.

1380 East Street CHICO (530) 892-1122 • 1741 Grand Avenue GROVER BEACH (805) 489-5555 5735 El Camino #D ATASCADERO (805) 466-6666 MC, Discover, AMEX and VISA Accepted

Improvements Previous Ad Design

Below is an example of a client who expressed branding concerns. Marriott Corporate had redesigned their website and digital materials, New Corp. Website but hadn’t sent updates to each hotel. My client was concerned their ad looked too “out-dated.” My creative team and I produced a new design (below) that was not only visual appealing, but also strengthened the client’s overall branding efforts as well.

Special Deals

there’s always a reason to visit.

Group Discounts available for all occasions Discount packages available Golf at Avila Bay Resort Wine Tasting Hearst Castle Plus More! Check Website for Details

Book Online Today! Free Wifi Heated Pool & Spa

Marriott.com/sbpcy 805.786.4200

24 hour Fitness Room Coin Laundry & Dry Cleaning Complete Breakfast Buffet Available

1605 Calle Joaquin Rd., SLO

M I L E S BU C K L E Y - CNB AM Student Sales Representative of the Year

Examples of Work - Advertising Improvements Lincoln Market & Deli As as account executive, I feel responsible for making sure my clients receive the best possible response to their advertisements. With Lincoln Market & Deli, they had sent over artwork Your friendly neighborhood place for tasty sandwhiches! but didn’t feel it conveyed the proper business image they were looking for. I sat down with the owner and developed a needs analysis for their business. We decided to rework the ad in order to make it more compelling to the college market. The update was so successful, Lincoln Market & Deli ran the ad several times in multiple special editions.

Fresh & Delicious Sandwiches & Salads Great Selection of Craft Beer & Organic Wine

order online at

lincolnmarketanddeli.com we’ll have your sandwich waiting for you!

mention this ad for

AWESOME SANDWICHES

$2 Off any reg. sized sandwich

with Infinate Possibilities, Hot & Cold Build your own or try one of the fav’s including: Tassajara Delight, Lincoln Ortega or Garden Veggie

GREAT BEER SELECTION

Locals, Imports & all the ones in between

AMAZING MARKET

proudly serving

From the Basics to the Specialty Items

ORDER ONLINE!

www.lincolnmarketanddeli.com

FREE

20oz Soda or 2oz Kettle Chips with your order *Not valid with any other order

$2 OFF

(805) 543-3443

496 Broad St at Lincoln, SLO

Your next order!

*Not valid with any other order

Boo Boo Records Here is another example of a business looking to attract more college students. They had expressed that a large percent of their student revenues resided in ticket sales for local concerts. For this ad, we not only reworked the visuals, but also added a feature that showcased upcoming concerts. We were able to highlight both larger concerts upcoming in the area, and also their “in store shows,” which bring in extra revenue through impulse purchasing and merchandise sales.

Linco

ln St

496 Broad Street, San Luis Obispo

phone: 805.543.3443

in store Wed! Sept 14th

FREE!

www.booboorecords.com

805.541.3181

Best Selection of New & Used Vinyl / CDs / DVDs Books / Iconic Artwork / T-Shirts / Turntables ted by Selec

Magazin e

as one of the

Aggrolites . Wed 9/14 Bassnectar . Fri 9/16 J Boog . Sun 9/18 Gary Allan . Sun 9/18 Game & Pennywise . Sun 9/25 & Andre Nickatina Reckless Kelly . Thurs 9/29 Jason Isbell . Fri 9/30 DJ Tiesto . Wed 10/5 Grieves & Budo . Sun 10/23 Collie Buddz . Thurs 10/27 978 Monterey Street, Downtown SLO

“Mixing ska, Motown and punk-rock energy with Jamaican rhythm, the Aggrolites tear it up with the intensity of The Clash...”

•

805.541.3181

•

ive :L ! e EE FR Stor In

www.booboorecords.com

M I L E S BU C K L E Y - CNB AM Student Sales Representative of the Year

Awards and Development The 2011 CNBAM Saturday Morning Sell-Off After working at the Mustang Daily for only a few months, I was called into the managers office and announced I was being nominated for the first ever Saturday Morning Sell-Off. The Catch? Nobody knew exactly what it was. Each school was simply given the opportunity to nominate one of their top salespeople to compete in an on the spot pitching scenario. We had no idea what to expect, and weren’t even given our scenarios until one minute before we went on stage in front of over 300 fellow account executives and professional advisors. Although another student received first place, it was still the highlight of my year. The personal experience I got, as well as the reaction I received from my peers all over the country was not only motivational, but inspiring as well. It gave me the insight and drive to not only develop myself as a salesperson, but help other members of my team achieve their goals as well.

Awards Below are two examples of awards I have received for my sales skills at the Mustang Daily. On the left, I received Account Executive of the Month in October for exceeding my sales goal by 746%. On the right, I received the Exemplary Team Member Award for “exceeding sales goals and assuring efficiency to increase team sales” for 2010-2011.

M I L E S BU C K L E Y - CNB AM Student Sales Representative of the Year

Getting Involved In order for me to be an effective account executive, I believe it is important for me for to participate is activities in and outside of the office with my peers. I’ve said it before but I’ll say it again—Mustang Daily is truly like a family. Below are some different examples of team building, incentive, and promotional activities I have been a part of.

Promotional Events

Team Building Activities

Farmers Markets

Ski/Snowboard Trip

Football Games

Pumpkin Carving Party

M I L E S BU C K L E Y - CNB AM Student Sales Representative of the Year

MediaMarketing

November 15, 2011 To Whom It May Concern: It is with great enthusiasm that I nominate Dalton Mitchell for the Sales Representative of the Year Award as presented by CNBAM. I have directly advised Dalton since May, when he joined our staff as a summer intern. Immediately I knew Dalton would have a dramatic impact on our operation. He was very intelligent, personable and professional. It is rare you find those qualities in college students, let alone in a student who is majoring in marketing, working more than 15 hours per week, and holding down another part-time job. Dalton showed promise that summer, not only selling our Welcome Back issue and wrapping up our annual Survival Guide, but also signing annual contracts. He landed a contract valued at more than $6,000 for the upcoming year. This was a major accomplishment for someone with only a few weeks of experience. Knowing his internship was over in early August, the marketing director offered Dalton an account executive position for the fall semester. Now, in the capacity of senior account executive, he works with a very diverse sales team and a wide variety of accounts. Always meeting or exceeding his sales goals, he excels in the area of sales. He also serves as a mentor to new account executives joining the team. They look up to him, valuing his commitment to the program, his wealth of knowledge and his strong work ethic. Dalton can often be found in the office after it has closed organizing files for the next day, setting appointments, or following up with clients. And Dalton’s efforts have not gone unnoticed. He was selected by his peers for his accomplishments, being named Employee of the Week. In addition, he was selected to attend the Southern University Newspapers Conference in Chapel Hill, NC. Dalton has also done volunteer work in the community – working at Relay for Life and with Niner Neighbors. Dalton is an asset to our team and very deserving of this honor. Feel free to contact me if you require further information. Sincerely, Kelly Merges Assistant Director of Student Media

Student Niner Media • UNC Charlotte 9201 University City Blvd. • Charlotte, NC 28223 • 704-687-7140

MediaMarketing

Personal Selling Philosophy J. Dalton Mitchell

Although selling is a very broad term and I’ve certainly had to sell things in the past, including myself, this semester has been my first true experience with sales at a business level. I’ve come so far since my summer internship with Niner Media and learned many things, which have all contributed to the development of my personal selling philosophy. The majority of my sales are achieved through established relationships I have built with my clients. While many account executives, as well as customers, may view selling as a form of deceit, and some sales people possess the shear motivation to up sell their clients, I disagree. I find the most effective selling method is to give facts, personal opinions and valid suggestions in hopes of truly helping my client’s business to thrive as much as possible. This is how I’ve built such solid relationships with clients, and in turn continue to obtain steady advertisement transactions. With this foundation, I can continue to establish new clients and build lasting relationships while juggling the attention already given loyal customers. By genuinely wanting to help my clients and having built strong, lasting relationships, I’ve gained a level of trust and assurance with them and steadily increased frequency of sales with particular businesses. This allows for a steady income and lets me reach out to new prospects without the stress of pending failure. The last, and most important part of my personal selling philosophy is follow up. By sending thank you cards, and ensuring that everything has been satisfactory, I am able to finalize the process of establishing such dependable relationships with clients.

MediaMarketing

SENIOR SALES COORDINATOR The Senior Sales Coordinator is responsible for the motivation and direct supervision of all Account Executives. The Senior Sales Coordinator shall also assist the in the supervision of the Marketing Department sales operation in the absence of the Student Media Marketing Director or Adviser. Distinguishing Features of the Job: The Senior Sales Coordinator’s first priority is obtaining monthly sales goals set by the Marketing Director. By doing this the Senior Sales Coordinator will set the example for the other Account Executives and will work closely with them to achieve the monthly office sales goal. The Senior Sales Coordinator will assist the Marketing Director in overseeing all operations concerning sales and client service. Responsibilities and Duties: • Keeps at least 10 office hours a week between the hours of 8:00 and 5:00 p.m. Monday through Friday via time clock; these office hours will be posted in the office. If, for some reason, he/she cannot be in the office, he/she must inform the Marketing Director. Failure to meet office hours requirement will result in deductions in pay. • Makes daily phone calls to the sales office voice mailbox in order to check phone messages from their clients • Maintains weekly and monthly sales quotas established by Marketing Director • Attends sales workshops. Workshops are held upon notice of the Marketing Director • Attends all sales meetings • Turns in weekly call sheets to the Marketing Director or receive a $10 deduction each week these sheets are not turned in. • Set up a minimum of two face to face appointments a week with potential advertisers. • Dresses in a professional manner when meeting with clients or when an occasion deems it necessary and proper • Maintains open communication between client accounts to insure proper service • Helps with any walk-in or call-in client, follows up on leads in a timely manner, and makes outside sales calls • Sells a complete line of UTimes products (Special Sections, UTimes and Nineronline) • Keeps clients informed of any special issues or promotions • Correctly completes all necessary paperwork in a timely manner • Adheres to department deadlines • Monitors contract status of accounts to stay on target and keeps Business Manager informed; obtains signatures on all contacts and insertion orders prior to ads publishing. • Adheres to billing and credit policies as posted by the Business Manager; hand-delivers invoices to clients as deemed necessary • Provides support and help to other Account Executives and serves as a mentor and source of knowledge for account executives • Understands that at the end of each year all accounts will be reviewed and redistributed. • Does related work as needed • Meets once per week with the Marketing Director to discuss personal sales performance as well as that of other Account Executives • Recommend the hiring/firing of any Account Executive to the Marketing Director/Marketing Adviser; as well as recruit applicants for the Advertising Department • Make in-person sales calls with Account Executives on a regularly scheduled basis each semester and as needed to resolve problems Assisting the Marketing Director and Advisor, the Senior Sales Coordinator shall: • In collaboration with Marketing Director, conduct weekly sales meetings with Account Executives to discuss sales reports, sales goals, promotions and operations. Scheduling can be difficult, however, at least TWO sales meetings must be held each month. • Conduct training sessions and workshops which would be held at the beginning of each semester and as needed during the semester • Approve special rates and/or credit memos issued to advertisers • Represent and promote Student Media Marketing in a professional manner at conferences, festivals, and award ceremonies as needed • Ensure that all steps in submitting ads for production are properly carried out

Required Knowledge and Skills: • • • •

Must be a student currently enrolled at UNC Charlotte• Must possess and maintain a minimum GPA of 2.0 Must be in good disciplinary and academic standing with UNC Charlotte Must work well with others Must have good communication skills and project professional image

September Sales 2011 by Sales Representative

Steve C.

$310.00

Dana B.

$4,203.95

Dalton M.

$3,381.58

Nathan H.

$2,641.14

Na6onal

$8,300.00

House

$0.00

$1,980.18

$1,000.00

$2,000.00

$3,000.00

$4,000.00

$5,000.00

$6,000.00

$7,000.00

$8,000.00

$9,000.00

October Sales 2011 by Sales Representative

Brian M.

$950.00

Steve C.

$1,030.00

Tyler J.

Dana B.

$2,060.00

$600.40

Dalton M.

$5,117.00

Nathan H.

$3,104.20

Na5onal

$4,175.00

House $0.00

$2,605.36 $1,000.00

$2,000.00

$3,000.00

$4,000.00

$5,000.00

$6,000.00

Basketball Preview Sales 2011 by Sales Representative

Brian M.

Steve C.

$500.00

$60.00

Tyler J.

$650.00

Dalton M.

$1,935.54

Nathan H.

$1,060.80

House

$0.00

$800.00

$500.00

$1,000.00

$1,500.00

$2,000.00

$2,500.00

Total Sales Fall 2011 by Sales Representative

Tyler

$3,043.80

Dalton M.

Julie C.

Dana B.

$14,914.75

$180.00

$2,643.75

House

$8,101.08

Nathan H.

$0.00

$11,826.86

$2,500.00

$5,000.00

$7,500.00

$10,000.00

$12,500.00

$15,000.00

$17,500.00

J. Dalton Mitchell 1809 Greymouth Rd. Charlotte, NC 28262

919-538-2255 Jmitch66@uncc.edu

Education

University of North Carolina at Charlotte, Charlotte, NC BSBA in Marketing Expected Graduation Date: May 2012

Work Experience

Student Media Marketing Summer Intern / Account Executive Senior Sales Coordinator May 2011 – Present • Attended summer sales training sessions and workshops • Work on promotional activities and daily operations • Devised personal selling philosophy used to influence clients on a daily basis • Achieved summer team sales goal of $26,000 • Signed more than $15,000 in annual advertising contracts • Named “Top Seller” for Basketball Preview Issue with more than $1900 in sales • Assisted in 42 percent sales increase from previous year • Selected to attend Southern University Newspapers Conference in Chapel Hill, NC.

Jersey Mike’s Subs Charlotte, NC Customer Service Associate / Shift Manager August 2009-Present • Assist in training new employees • Responsible for store closing requirements • Make sandwiches meeting strong consistency requirements • Fulfill thorough cleaning requirements to maintain a welcoming environment • Serve up to 250 customers per shift, while ensuring customer satisfaction • Communicate with costumers effectively to ensure accuracy of orders • Receive personal tips based on friendliness and excessive care in serving the clients

Community

UNCC Relay For Life: Charlotte, NC Involvement Spring 2010 • Raised funds and participated in a 12 hour rally to promote cancer awareness and help patients • Collaborated with group members to attract potential donors using a graffiti wall to engage participants and increase sales of cancer awareness bracelets

UNCC Niner Neighbors: Charlotte, NC Spring 2010 • Hosted dinner and sleeping arrangements for homeless individuals at a local church. • Visited with the participants and increased knowledge of the homeless community in Charlotte, providing an enriching experience

Additional Skills

Superior organizational skills, oral and written communication skills; Proficient with Microsoft Office Suite applications; Experience with both Windows and Mac;

To explain my selling philosophy I will start by laying out three simple rules that I like to follow. I will go into more depth later explaining what these rules mean to me and why I believe they are important. The first rule to my selling philosophy is: never sell someone something they do not need. The second rule: be prepared and organized. The third rule: ask questions and follow-up. My first and most important rule is to never sell someone something they do not need. Pushing clients into spending too much or making bad business choices will only alienate them. Helping clients make choices that benefit their business will gain their trust and they will be more willing to listen to your suggestions in the future. Building on that rule, it is my philosophy to only prepare options that are within my clients’ budgets. If you try to get them to spend more than they can afford they will discount you as a salesperson who only wants their money. It is important that they see you as a business partner rather than a salesperson. Following rule number two, it is very important to be prepared and stay organized throughout the entire sales process. Being prepared to me means anticipating clients’ needs. As a salesperson you should begin to anticipate the schedule of clients’ events, sales and promotions so that you can suggest advertising that will be effective in advertising. Come to meeting with all of the proper agreements, examples and materials needed to make the sale. Being organized means staying on top of your designers and clients from beginning to end to ensure that the clients’ needs are being met and in a timely manner. Being organized helps me keep track of

deadlines and daily tasks. When clients feel like you are organized and prepared they will trust that you will get the job done right now and in the future. Rule number three also helps build trust with your clients, ask questions and follow-up. Clients want to know that you are genuinely interested in and concerned with the well-being of their business. Asking questions will help you understand the clients’ needs and be able to come up with a solution. When clients’ feel like you are customizing options to meet their needs they are much more likely to listen to you and buy what you are selling. The same goes for followingup, if the first run of ads did not work for them let’s try to figure out why. You have hit the selling sweet spot when you work together until you find a solution to their needs. In summary, all of these rules work together to gain your client’s trust. After trust is established your client’s will listen to you and be open to your ideas.

THE OKLAHOMA DAILY Advertising Manager JOB DESCRIPTION

As the Advertising Manager I am responsible for assisting the Associate Director with sales staff supervision. This includes the planning and coordinating of regular daily advertising sales, special sections, special publications, sales team meetings and promotions. My primary function as Advertising Manager is to assist the individual advertising account executives to ensure the success of our advertising sales team. I am essentially the sales team leader and the “ultimate advertising representative” on the staff. I serve as a role model for the entire advertising staff in all aspects of the job — knowledge of the newspaper, sales, organization, professionalism, morale and motivation. I have many responsibilities including supervising the daily activities and professional conduct of the staff of advertising account executives. This entails assisting account executives with the preparation of proposals and presentations for existing and prospective clients. As well helping the account executives meet their goals and improve through meetings, sales calls and other supportive measures. Another major responsibility as the Advertising Manager is to assist the Assistant Director with recruiting and training associate account executives. I assist in identifying and resolving any training, motivational, disciplinary or other problems with the sales staff or individual account executives. I also help identify needs and strategies for improvements related to the advertising staff’s work-flow, productivity, organization and communication. We meet regularly to discuss sales planning, updates, staff progress and

other personnel issues. I also work closely with other areas of Student Media to ensure the smooth operation of advertising staffâ&#x20AC;&#x2122;s activities.

Kristen Milburn th

3413 NW 68 Street Oklahoma City, OK 73116

405-412-5382 kristen.r.milburn-1@ou.edu

EDUCATION

University of Oklahoma, Norman, OK Bachelor of Arts in Advertising - Anticipated graduation, May 2012 Minor: Spanish GPA: 3.65

EXPERIENCE

Mason & Moon Advertising – Intern, December 2011 – present • Assists the Media Department and Promotions/PR Director with daily activities • Sit in at meetings, broadcast production, write press releases, handle donation requests, help organize client strategies Advertising Manager – Student Media, November 2011 – present • Assists associate director with sales staff supervision and recruitment and training of associate account executives • Works closely with individual account executives to ensure success of staff • Sales team leader and role model for entire advertising staff • Identifies needs and strategies for improvement New York City Advertising Agency Tours, October 2011 • Networked and visited with employees at the following agencies: Razorfish, mcgarrybowen, Publicis, Euro RSCG and Wieden+Kennedy • Learned about the culture and clients at each agency • Won advertising campaign pitch at Wieden+Kennedy Account Executive – Student Media, Oct 2011 – present • Recruited new advertisers • Reached monthly goal for two consecutive months • Several multiple-month design and sales presentations to clients Associate Account Executive – Student Media, May 2011 – Sept 2011 • Communicate with clients to meet advertising needs • Schedule ads and collect payment for ads • Communicate with designers about advertising artwork Design Intern - Student Media, January 2011 – May 2011 • Worked with Photoshop and InDesign • Assisted in design of 2011-2012 Advertising Rate Card

CAMPUS ACTIVITIES

Sorority, Homecoming Chair, 2009 • Organized sidewalk chalk, pep rally dance, banner painting, parade participation and south oval board participation • Displayed leadership and organizational skills while in overseeing more than 200 girls Halloween Carnival for Community After School Program, 2009 • Organized trunk-or-treat, dinner and treats for more than 600 people • Delegated volunteer activities for over 200 girls OU Dance Marathon: University-hosted fundraiser for Children’s Miracle Network, 2008 & 2009 OU Big Event: University-sponsored day of community service, 2009, 2010 (Group Leader), & 2011

HONORS

Dean’s Honor Roll (Spring 2009 – Spring 2011) President’s Honor Roll (Spring 2010)

Scott Holley LSU Student Media Sales Representative of the Year

December 15, 2011 Dear CNBAM Committee, I’m genuinely honored to be nominated for CNBAM’s Sales Representative of the Year. My two years at LSU Student Media have been such an influential and exciting part of my life. When I first started working for The Daily Reveille, I wasn’t selling ads just yet. I worked in the newsroom as a staff writer covering entertainment and technology beats. I learned two things in the newsroom: I don’t like deadlines, and journalists don’t make that much money. When I looked down the hallway from the newsroom, I’d always see a group of extremely well dressed, smiling, happy students carrying leather briefcases in and out of Hodges Hall. I needed to be a part of it! After further investigation, these students worked in the advertising office and they were making 20% of their sales compared to my $20 per article! I applied immediately. Never in my life did I think that I would be in sales, and never did I think I would actually be good at it! To me, sales is as simple as making friends. Find a common ground with the client, build rapport and get them to like you! Nobody likes to give money to people they don’t like. I try my best to make all my clients feel as if they are my only one. I like to shop at my clients’ businesses; it makes them feel good. I find that reciprocity is huge, especially for renewal sales. On the phone, I find it’s all about being upbeat and excited. Also, you’ve got to smile while you’re doing it! It really is impossible to sound irritated with a smile on your face. Business owners get solicited up to a dozen times a day from salespeople, and if I don’t sound excited to talk to them, why should they be excited to talk to me? On meetings, I never go straight to my pitches. Of course you shake hands, make eye contact and smile, but you’ve got to be memorable. One client was having computer trouble at a meeting, so being an admitted tech-geek, I offered to help and got her computer up and running. She was thrilled and continues to contact me when she has computer questions. In the office, it’s important to keep top of mind awareness with your clients. Whether it’s sending thank you or holiday cards out, or emailing them something relevant to their interests; don’t let the client

forget about you! Because I kept in touch and developed a great working relationship with a client, he decided to spend the extra $2,000 he had in his advertising budget with LSU Student Media. Iâ&#x20AC;&#x2122;d like to thank my advisor Kodi Wilson for everything. She has been more than a superior to me. She is a mentor, a confidante and a friend, but most of all she is an invaluable resource in the wild world of sales. Thank you for considering my nomination. Sincerely, Scott Holley

Sales per Semester! $66,403.80

$70,000.00 ! $60,000.00 !

$52,672.61

$50,000.00 ! $40,000.00 ! Revenue!

$30,000.00 ! $20,000.00 ! $10,000.00 !

$15,383.88 $1,775.80

$0.00 ! Spring 2010!

Fall 2010!

Spring 2011!

Fall 2011!

Total Sales: $136,137.00

New Business (21):

• • • • • • • • • • •

Babelcon Baton Rouge Soccer Association Baton Rouge Urgent Care Boudreaux’s Carco Awards Carriages Fine Clothier Diamond Mazda Hybrid Poker Club International Food and Hookah iRepair Little Caesar’s Pizza

• • • • • • • • • •

Louisiana Technology Park Massey’s Outfitters Menchies Frozen Yogurt Provencal Development Rex Photobooth Shear Illusions Sherman D.D.S The Storage Center Thomas Guillot Plastic Surgery Warren Connerly Photography

Largest Contracts: 1. 2. 3. 4. 5.

Tiger Manor- $32,000 American Campus Communities- $31,000 Provencal Development- $25,000 Campus Crossing- $22,000 Diamond Mazda- $20,000

Job Description: • • • • • • • • • • • •

Solicit businesses, individuals and organization to advertise in any of Student Media’s entities. Attend all comprehensive training sessions for sales staff Train and guide new sales representatives Create tailored proposals for potential customers based on an indepth customer needs analysis Maintain a caring relationship with each client Collaborate with all managers and staff members Keep a daily sales call report and report to Sales Manager Keep a weekly meeting report and report to Sales Manager Adhere to all rules, regulations and financial policies of Student Media and LSU Help develop speculative ads and campaigns for presentation to prospective customers Process al contracts and insertion orders according to sales staff procedures Send out weekly tearsheets and invoices to customers along with their monthly statement

Dear CNBAM Committee, Scott is an outstanding sales representative, and without a doubt deserved the honor of national Sales Representative of the Year. Immediately I was impressed with Scottâ&#x20AC;&#x2122;s professional approach to handling my account and service with Student Media. He was so professional; in fact, that I had no idea he was even a student until well into our relationship. He showed genuine concern with making sure I fully understood every opportunity available to me, and helped guide me to reach the student audience while maximizing my investment. Scott was very good at keeping in touch with me, making sure I was meeting all the creative deadlines and keeping my account financially straight. To make things easier, he even worked with his managers to create an even payment plan for me, instead of the usual, pay when it runs, which can make for a messy accounting system on my end. I appreciate the extra mile he went to make things easy for me, so I can focus on running my business. Scott is an exceptionally personable salesman with passion and great personality. I would highly recommend him for this honor. Sincerely, Greg Flores President, Flores Construction

December 15, 2010 CNBAM Committee: It gives me great satisfaction to recommend an outstanding member of my sales staff, Scott Holley, for CNBAM’s Sales Representative of the Year. Scott has worked here for two years in my department. The “legend” of Scott Holley will likely live on for several years here, as we still discuss why we chose to give him an interview. After writing on his application under special skills that he had a white belt in Karate “just in case”, we had to see what he was all about. And Scott has been a presence in our office like none other before him. Scott Holley has one of those infectious personalities that people can’t help but be drawn to. The natural talents he possesses, has made it easy for Scott to build new business and develop small accounts to higher producing accounts. His sincerity and laid-back demeanor make him a trusted source of information, and the kind of market consultant business owners like to have in their arsenal of resources. Scott takes direction very well, and is able to take his personal experiences, add on what he learns in training sessions, to create an atmosphere of enthusiasm and high productivity. Scott shows concern for everyone around him. He leads by example and is one of the first of his co-workers to offer help and advice to a new salesperson learning the ropes. He quickly rose to the title of Team Leader, and could have easily been our sales manager, but Scott has such exceptional talent at developing client relationships, that putting him in that role would be like taking my star pitcher on a baseball team and making him a coach instead. Scott graciously and humbly accepted my decision to keep him as my “star player”, and not move him into management. While remaining Team Leader, he brought in two new major accounts for the department, both of which billed over $20,000 a year. He also reached many sales goals, including his overall contributions in local sales, which put him as our fifth highest producer ever for local personal sales, with his grand total contribution of $136,137. Scott is exactly the kind of Team Leader you want, as he knows how to balance making friends with people in the office, making new people feel like they’ve always been a part of the team, encouraging them to reach their sales goals and demonstrating exactly how they can do it by setting the example. He is the sales person all our sales people try to emulate, and more importantly, he is the sales person they should want to imitate. He brings a level of fun and creativity to the office, while maintaining a sense of urgency and professionalism in the environment as well. I wish I could clone him, seriously. You have students leave every year… some you want to hold the door open for, and others, like Scott Holley, you want to stand in front of it. Scott Holley truly deserves the honor of Sales Representative of the Year, and I hope you give him full consideration. Thank you for your consideration, Kodi L. Wilson Advertising/Underwriting & Marketing Advisor Louisiana State University

sh Scott Holley 1845 Rubin Street, Baton Rouge, LA 70808 T: 337-349-9555 E: jollyholley@gmail.com

Objective

Experience

To secure a full-time position of advertising sales in a company where I can freely use my creativity and intuition to develop new and existing business relationships.

LSU Student Media Advertising Senior Account Executive/ Team Leader

2009- Present

I maintain local advertising clients and actively seek new ones for various media including The Daily Reveille newspaper, The Legacy magazine and lsureveille.com. As a team leader, I encouraged colleagues to pursue new business, organized run sheets and developed sales contests. Individual highlights: Managing three of the top five clients, sold $170,470.49 to date, 244% increase in revenue between Fall 2010 and Spring 2011 semesters, highest percent to budget 2010-2011. The Daily Reveille Newspaper Contributing Writer

2007- 2008

At the university newspaper, I generated ideas for stories, collected data, conducted interviews and composed articles. I focused on technology and entertainment beats. Highlight: Four front page featured stories LSU Catering Catering Attendant

Education

Achievements

2007- 2010

Louisiana State University Expected graduation date: December 2011 BA in Mass Communication: Advertising Minor: Business Administration

Work: Two-time Southern University Newspapers Advertising Staff of the Year, upsold a local student apartment complex from 150 column inches to 1551 column inches, conceptualized and implemented a new campaign for LSU Student Media’s largest account, highest increase in revenue School: Dean’s List Spring 2010, TOPS Scholar, Dr. Ben H. and Claire Roy Scholar, LPSS Scholar

Skills

Perpetual positivity: always positive, always happy, always confident Willingness to learn: as an eager and quick learner, I welcome knowledge expansion Advanced technical literacy: OS X, Windows, the “non-IT IT guy” Not intimidated by deadlines Above average bacon consumption Interpersonal skills: proven relationship builder, inspiring to others, defuser of conflict White belt in karate: (in case things get crazy) Salary requirement: base + commission

Appendix Letter of recommendation from Colleen Curran……………………………………………….....…1 Letter of recommendation from a customer…………………………………………………………..2 Personal Selling Philosophy Statement……………………………………………………………….…3 Job Description…………………………………………………………………………………………………….4 Sales Records……………………………………………………………………………………………………….5 Sales Plans…………………………………………………………………………………………………………...6 Resume…………..……………………………………………………………………………………………………7

January 4, 2012 Dear Selection Committee, I am writing this letter to personally recommend Meghann for the Sales Representative of the Year for the College Newspaper Business. My relationship with Meghann began a little over two years ago as my Account Executive at The State News. As a client of Meghann’s, I have personally witnessed of her intelligence, maturity, kindness, and incredible work ethic. The work load that Meghann takes on is quite impressive and I have always been able to rely on her to do well thought‐out and professional job. Meghann is extremely motivated to complete any task that is put in front her. When I give my ad schedule to Meghann I have a sense of relief because I know my schedule is going to be completed on time and it going to accurate. Meghann has been put in several situations where she had to make quick decisions on what to do with a particular ad she has always responded with exceptional judgment. I believe that her response stems from her knowledge and passion for journalism, sales and customer service. In addition to her quality of work, her attention to detail is impeccable; which as my Account Executive is extremely important to me. Not only does she effectively organize ads and deadlines, I can always count on her to give me a call and email anytime a new edition will be launching for me to get first placement on ad space. I am so happy having Meghann as our Account Executive. I can’t think of a better person to be awarded with Sales Representative of the Year for the College Newspaper Business. Sincerely,

Joanna Keel Area Marketing Director 309 E Grand River East Lansing, MI 48823 Chandler Crossings The Village at Bluegrass (517) 203‐3008 Cell: (248) 346‐2869 jkeel@piercepm.com www.chandlercrossings.com www.villageatbluegrass.com

As an Account Executive, it is imperative to define a selling philosophy. Not only is advertising space being sold, but a service is as well. It is extremely important to treat clients with the utmost respect and build a personal relationship. Clients who trust your opinion and advice are more willing to take risk, which in turn creates more profit for the newspaper. Starting out in the advertising department as a sophomore, I did not have a vast amount of selling experience. I quickly discovered that building strong relationships with the few clients I had, started to generate more revenue. As my relationships with my clients grew, so did the amount of accounts I managed. Clients would refer me to other businesses and the advertising manager put me in charge of larger accounts. I made sure to frequently check in with clients, visit them at their businesses, and keep them updated on current promotions. These were all ways to create a strong relationship with my clients. Building trust with people is the most important factor for being a successful sales person. You can give clients millions of sales plans, presentations, and promotional information sheets but ultimately; the personal relationship closes the deal. People need to feel confident in their Account Executive if they are going to be spending thousands of dollars annually. By creating trust, they are more willing to listen to new promotions and respect the time you put into the sales plans. Building trusting relationships with co-workers is another vital aspect of sales. They need to be confident in the fact that you are looking out for them and willing to lend a hand when needed. There have been several instances when I have

been in class and need help with a client. If my co-workers and I donâ&#x20AC;&#x2122;t have a good relationship, they will not be as willing to help. I pride myself with the fact that any client of The State News should be treated as if they were my clients. Selling advertising is the backbone for any collegiate paper. It is imperative to create strong bonds with clients as well as co-workers to be a successful sales person. Many people focuses on bringing in the most revenue, but having strong relationships with clients pays off in the end.

Job Description Account Executive: • Create, advise, and pitch advertising plans to local and corporate business • Generated over $250,000 in revenue for The State News • Cold call potential clients to for display and classified advertising • Assist in training of 20+ employees annually Web Manager • Responsible for managing website advertisements • Liaison between production department and account executives regarding web ads • Update staff on advertising availability • Created new web procedure during the transition to a new website program

Meghann Coleman's Sales Records 2011 Month January February March April May June July August September October November December

Retail Goal Actual Sales $9,000.00 $6,997.20 $11,000.00 $11,387.10 $10,500.00 $9,766.00 $12,000.00 $8,748.90 $7,500.00 $6,892.80 $11,000.00 $9,265.00 $8,500.00 $9,217.00 $12,400.00 $16,668.60 $10,500.00 $10,861.70 $13,000.00 $13,381.50 $12,500.00 $10,694.10 $6,000.00 $5,651.80 $123,900.00

2011 Goals 2011 Actual Sales

$135,075.00 $130,808.01

2010 Month January February March April May June July August September October November December

Retail Goal Actual Sales $1,500.00 $3,812.40 $2,000.00 $2,055.20 $1,500.00 $2,522.60 $2,000.00 $3,011.20 $7,000.00 $6,092.60 $11,500.00 $9,114.00 $8,500.00 $8,131.20 $12,300.00 $10,168.60 $10,000.00 $11,134.70 $13,000.00 $14,487.70 $12,000.00 $12,987.10 $12,000.00 $9,927.60 $93,300.00

2010 Goals 2010 Actual Sales

$104,650.00 $104,508.20

Liner Goal Actual Sales Total Sales $1,000.00 $680.20 $7,677.40 $900.00 $877.80 $12,264.90 $900.00 $838.56 $10,604.56 $1,000.00 $1,854.05 $10,602.95 $600.00 $593.20 $7,486.00 $1,500.00 $1,090.50 $10,355.50 $1,000.00 $1,139.30 $10,356.30 $700.00 $863.30 $17,531.90 $975.00 $878.40 $11,740.10 $1,200.00 $1,135.10 $14,516.60 $1,000.00 $974.60 $11,668.70 $400.00 $351.30 $6,003.10 $11,175.00 $130,808.01

Liner Goal Actual Sales Total Sales $600.00 $515.60 $4,328.00 $600.00 $645.10 $2,700.30 $400.00 $807.00 $3,329.60 $500.00 $1,859.60 $4,870.80 $1,400.00 $505.00 $6,597.60 $1,550.00 $697.40 $9,811.40 $500.00 $805.80 $8,937.00 $500.00 $674.70 $10,843.30 $1,500.00 $1,441.40 $12,576.10 $1,500.00 $1,135.90 $15,623.60 $1,500.00 $1,194.40 $14,181.50 $800.00 $781.40 $10,709.00 $11,350.00 $104,508.20

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Hello Patty, I wanted to let you know about a contract that I think would be beneficial for you since you frequently run liners. We have a classified liner contract that can be purchased for a year or six months. The only stipulation with the contract is that you have to run liners at least 3 times a week. Below are the rates for the two different contracts: •

1 year $1.50 per line per day

•

6 months $2.00 per line per day

Last year you spent $1,511.20 on liners alone so signing a contract would bring down your cost considerably. The open rates that you are currently running are: • • •

$2.50 per line per day for 1-5 run dates $2.30 per line per day for 6-9 run dates $2.10 per line per day for 10+ run dates

Please feel free to contact me with any questions and have a great weekend! Meghann Coleman Account Executive The State News colem255@msu.edu 517-432-3010

Meghann L. Coleman 158 Kedzie Street, East Lansing, MI 48823 meghann.coleman60@gmail.com (269-986-2535)

EDUCATION Bachelor of Communication Michigan State University, East Lansing, MI • Specialization in Public Relations • 3.22/4.0 GPA

May 2012

EXPERIENCE The State News, East Lansing, MI October 2009-Present Account Executive • Created, advised, and pitched advertising plans for a business generating over $2 million annually • Generated over $218,000 in revenue from retail and classified advertisements in the past 2 years • Managed over 30 accounts both locally and nationally • Annually assist in the training of 20+ new employees Assistant Manager • Tracked weekly sales calls for 14 employees • Helped developed and implement office competitions to increase teamwork and motivate staff • Worked closely with Advertising Manager to develop promotions to increase monthly revenue Web Manager • Increased monthly web revenue by $10,000 • Responsible for managing website advertisements according to run dates • Updated sales staff on advertisement availability and web stats Team Active Cycling and Fitness, Battle Creek, MI May 2009- August 2009 Sales Associate • Sold high-end bicycles and apparel • Created monthly news letter for reaching over 300 customers • Helped carryout day to day operations of store such as opening and closing, customer relations, and stocking merchandise

Clubs/Activities Michigan State Triathlon Club, East Lansing, MI June 2011-Present Event Coordinator • Responsible for the planning of 4 races used for team fundraising • Worked with local sponsors to gain financial support for events • Organized 25+ volunteers for various community events Member of Michigan State Triathlon Club

September 2010-Present

Brooke Abney The University D aily Kansan SALES REPRESENTATIVE OF THE YEAR MATERIALS

COLLEGE NEWSPAPER BUSINESS & ADVERTISING MANAGERS, INC., 2012

L E T T E R o f R E C O M M E N DAT I O N J O N S C H L I T T, A DV I S E R To Â Whom Â It Â May Â Concern: It Â is Â my Â great Â pleasure Â to Â write Â to Â you Â today Â to Â recommend Â Brooke Â Abney Â from Â The Â University Â Daily Â Kansan Â for Â CNBAMâ&#x20AC;&#x2122;s Â Sales Â Representative Â of Â the Â Year Â Award. There Â are Â many Â reasons Â that Â I Â feel Â Brooke Â deserves Â this Â award Â but Â one Â of Â the Â biggest Â is Â the Â resiliency Â she Â demonstrated Â Â&#x2039;Â? Â&#x2013;Â&#x160;Â&#x2021; Â&#x2019;Â&#x192;Â&#x2022;Â&#x2013; Â&#x203A;Â&#x2021;Â&#x192;Â&#x201D;Ç¤ Â? Â&#x2013;Â&#x160;Â&#x2021; Â&#x192;Â&#x17D;Â&#x17D; Â&#x2018;Â&#x2C6; Í&#x17E;Í&#x153;Í?Í&#x153; Â&#x201D;Â&#x2018;Â&#x2018;Â?Â&#x2021; Ć¤Â?Â&#x2039;Â&#x2022;Â&#x160;Â&#x2021;Â&#x2020; Â&#x192;Â&#x2013; ÍŁÍ Ď&#x201E; Â&#x2013;Â&#x2018; Â&#x2030;Â&#x2018;Â&#x192;Â&#x17D; Â&#x2022;Â&#x2018;Â&#x17D;Â&#x2021;Â&#x17D;Â&#x203A; Â&#x2020;Â&#x2014;Â&#x2021; Â&#x2013;Â&#x2018; Â&#x2013;Â&#x160;Â&#x2021; Â&#x17D;Â&#x192;Â&#x201D;Â&#x2030;Â&#x2021;Â&#x2022;Â&#x2013; Â&#x192;Â&#x2026;Â&#x2026;Â&#x2018;Â&#x2014;Â?Â&#x2013; Â&#x2018;Â? Â&#x160;Â&#x2021;Â&#x201D; Â&#x17D;Â&#x2039;Â&#x2022;Â&#x2013;ÇĄ Â&#x2014;Â?ĆŞÂ&#x2018;Â&#x2122;Â&#x2021;Â&#x201D; Â&#x192;Â&#x201E;Â&#x17D;Â&#x2021;Â&#x2DC;Â&#x2039;Â&#x2022;Â&#x2039;Â&#x2018;Â? Â&#x201E;Â&#x2021;Â&#x2039;Â?Â&#x2030; Â&#x201E;Â&#x2018;Â&#x2014;Â&#x2030;Â&#x160;Â&#x2013; Â&#x201E;Â&#x203A; Â?Â&#x2018;Â&#x17D;Â&#x2018;Â&#x2030;Â&#x203A; Â&#x192;Â&#x201E;Â&#x17D;Â&#x2021; Â&#x2C6;Â&#x201D;Â&#x2018;Â? Â&#x2018;Â&#x2014;Â&#x2013; Â&#x2018;Â&#x2C6; Â&#x2022;Â&#x2013;Â&#x192;Â&#x2013;Â&#x2021; Â&#x2122;Â&#x160;Â&#x2018; Â&#x2013;Â&#x160;Â&#x2021;Â? Â&#x2039;Â?Â?Â&#x2021;Â&#x2020;Â&#x2039;Â&#x192;Â&#x2013;Â&#x2021;Â&#x17D;Â&#x203A; Â&#x2026;Â&#x2021;Â&#x192;Â&#x2022;Â&#x2021;Â&#x2020; Â&#x192;Â&#x2020;Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x2013;Â&#x2039;Â&#x2022;Â&#x2039;Â?Â&#x2030; Â&#x2C6;Â&#x2018;Â&#x201D; Í˘ Â?Â&#x2018;Â?Â&#x2013;Â&#x160;Â&#x2022; Â&#x2122;Â&#x160;Â&#x2039;Â&#x17D;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2021;Â&#x203A; Â&#x201D;Â&#x2021;ÇŚÂ&#x2021;Â&#x2DC;Â&#x192;Â&#x17D;Â&#x2014;Â&#x192;Â&#x2013;Â&#x2021;Â&#x2020; Â&#x192;Â&#x17D;Â&#x17D; Â&#x2018;Â&#x2C6; Â&#x2013;Â&#x160;Â&#x2021;Â&#x2039;Â&#x201D; Â?Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x2019;Â&#x17D;Â&#x192;Â?Â&#x2022;Ç¤ Â&#x2021;Â&#x2026;Â&#x192;Â&#x2014;Â&#x2022;Â&#x2021; Â&#x2018;Â&#x2C6; Â&#x2013;Â&#x160;Â&#x2039;Â&#x2022; Â&#x2022;Â&#x160;Â&#x2021; Â&#x2122;Â&#x192;Â&#x2022; Â&#x2C6;Â&#x192;Â&#x2026;Â&#x2021;Â&#x2020; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x192; Â&#x2020;Â&#x2021;Ć¤Â&#x2026;Â&#x2039;Â&#x2013; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x201D;Â&#x2021;Â&#x2019;Â&#x201D;Â&#x2021;Â&#x2022;Â&#x2021;Â?Â&#x2013;Â&#x2021;Â&#x2020; Â?Â&#x2021;Â&#x192;Â&#x201D;Â&#x17D;Â&#x203A; Â&#x160;Â&#x192;Â&#x17D;Â&#x2C6; Â&#x2018;Â&#x2C6; Â&#x160;Â&#x2021;Â&#x201D; Â&#x201C;Â&#x2014;Â&#x2018;Â&#x2013;Â&#x192; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2021;Â?Â&#x2013;Â&#x2039;Â&#x201D;Â&#x2021; Â&#x2022;Â&#x2021;Â?Â&#x2021;Â&#x2022;Â&#x2013;Â&#x2021;Â&#x201D;Ç¤ Â&#x160;Â&#x2039;Â&#x2022; Â&#x2122;Â&#x192;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021; Â?Â&#x2039;Â?Â&#x2020; Â&#x2018;Â&#x2C6; Â&#x2020;Â&#x2021;Ć¤Â&#x2026;Â&#x2039;Â&#x2013; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x160;Â&#x192;Â&#x2020; Â&#x2026;Â&#x2018;Â?Â&#x2022;Â&#x2014;Â?Â&#x2021;Â&#x2020; Â?Â&#x192;Â?Â&#x203A; other Â account Â executives Â before Â her Â and Â forced Â them Â to Â throw Â in Â the Â towel Â on Â their Â careers Â prematurely. Â Brooke Â Â&#x2026;Â&#x160;Â&#x2018;Â&#x2022;Â&#x2021; Â&#x160;Â&#x2018;Â&#x2122;Â&#x2021;Â&#x2DC;Â&#x2021;Â&#x201D; Â&#x2013;Â&#x2018; Â?Â&#x2021;Â&#x2DC;Â&#x2021;Â&#x201D; Â&#x2030;Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x2039;Â? Â&#x192;Â?Â&#x2020; Â&#x2013;Â&#x2018; Â&#x2039;Â?Â&#x2022;Â&#x2013;Â&#x2021;Â&#x192;Â&#x2020; Â&#x2030;Â&#x201D;Â&#x2018;Â&#x2122; Â&#x2022;Â&#x2013;Â&#x201D;Â&#x2018;Â?Â&#x2030;Â&#x2021;Â&#x201D; Â&#x2C6;Â&#x201D;Â&#x2018;Â? Â&#x2013;Â&#x160;Â&#x2039;Â&#x2022; Â&#x2026;Â&#x160;Â&#x192;Â&#x17D;Â&#x17D;Â&#x2021;Â?Â&#x2030;Â&#x2021;Ç¤ Â&#x160;Â&#x2021; Â&#x17D;Â&#x2021;Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2020; Â&#x160;Â&#x2018;Â&#x2122; Â&#x2013;Â&#x2018; Â&#x2019;Â&#x201D;Â&#x2018;Â&#x2022;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2013; Â&#x201E;Â&#x2021;Â&#x2013;Â&#x2013;Â&#x2021;Â&#x201D;ÇĄ Â&#x160;Â&#x2018;Â&#x2122; Â&#x2013;Â&#x2018; Â&#x192;Â&#x2022;Â? Â&#x201E;Â&#x2021;Â&#x2013;Â&#x2013;Â&#x2021;Â&#x201D; Â&#x201C;Â&#x2014;Â&#x2021;Â&#x2022;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022; Â&#x2039;Â? Â?Â&#x2021;Â&#x2021;Â&#x2020;Â&#x2022; Â&#x192;Â&#x2022;Â&#x2022;Â&#x2021;Â&#x2022;Â&#x2022;Â?Â&#x2021;Â?Â&#x2013;Â&#x2022;ÇĄ Â&#x2022;Â&#x160;Â&#x2021; Â&#x2030;Â&#x201D;Â&#x2021;Â&#x2122; Â&#x160;Â&#x2021;Â&#x201D; Â&#x2022;Â?Â&#x2039;Â&#x17D;Â&#x17D;ÇŚÂ&#x2022;Â&#x2021;Â&#x2013; Â&#x2013;Â&#x2018; Â?Â&#x192;Â?Â&#x2021; Â&#x160;Â&#x2021;Â&#x201D;Â&#x2022;Â&#x2021;Â&#x17D;Â&#x2C6; Â&#x2018;Â&#x2014;Â&#x201D; Â?Â&#x2018;Â&#x2022;Â&#x2013; Â&#x2039;Â?Â&#x2019;Â&#x201D;Â&#x2021;Â&#x2022;Â&#x2022;Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x192;Â&#x2026;Â&#x2026;Â&#x2018;Â&#x2014;Â?Â&#x2013; Â&#x2021;Â&#x161;Â&#x2021;Â&#x2026;Â&#x2014;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x2018;Â? Â&#x2022;Â&#x2013;Â&#x192;ĆĄ Â&#x2013;Â&#x160;Â&#x2039;Â&#x2022; Â&#x2019;Â&#x192;Â&#x2022;Â&#x2013; Â&#x203A;Â&#x2021;Â&#x192;Â&#x201D;Ç¤ Â&#x160;Â&#x2021; Â&#x2026;Â&#x201D;Â&#x2021;Â&#x192;Â&#x2013;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2026;Â&#x2039;Â&#x201D;Â&#x2026;Â&#x2014;Â?Â&#x2022;Â&#x2013;Â&#x192;Â?Â&#x2026;Â&#x2021;Â&#x2022; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x17D;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x2018; Â&#x160;Â&#x2021;Â&#x201D; Â&#x2018;Â&#x2122;Â? Â&#x2022;Â&#x2014;Â&#x2026;Â&#x2026;Â&#x2021;Â&#x2022;Â&#x2022; Â&#x192;Â?Â&#x2020; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x192;Â&#x17D;Â&#x17D;Â&#x2018;Â&#x2122;Â&#x2021;Â&#x2020; Â&#x160;Â&#x2021;Â&#x201D; Â&#x2013;Â&#x2018; Ć¤Â?Â&#x2039;Â&#x2022;Â&#x160; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2019;Â&#x201D;Â&#x2039;Â?Â&#x2030; Â&#x2022;Â&#x2021;Â?Â&#x2021;Â&#x2022;Â&#x2013;Â&#x2021;Â&#x201D; Â&#x192;Â&#x2013; Í?Í&#x;Í?Ď&#x201E; Â&#x2013;Â&#x2018; Â&#x2030;Â&#x2018;Â&#x192;Â&#x17D;Ç¤ Â&#x2014;Â&#x2013; Â&#x201D;Â&#x2018;Â&#x2018;Â?Â&#x2021;ÇŻÂ&#x2022; Â&#x2021;ĆĄÂ&#x2018;Â&#x201D;Â&#x2013;Â&#x2022; Â&#x2020;Â&#x2039;Â&#x2020; Â?Â&#x2018;Â&#x2013; Â&#x152;Â&#x2014;Â&#x2022;Â&#x2013; Â&#x201E;Â&#x2021;Â?Â&#x2021;Ć¤Â&#x2013; Â&#x160;Â&#x2021;Â&#x201D;Â&#x2022;Â&#x2021;Â&#x17D;Â&#x2C6;Ç¤ Â&#x160;Â&#x2021; Â&#x201E;Â&#x2014;Â&#x2039;Â&#x17D;Â&#x2013; Â&#x192; Â&#x2022;Â&#x2013;Â&#x201D;Â&#x2018;Â?Â&#x2030;Â&#x2021;Â&#x201D; Â&#x201D;Â&#x2021;Â&#x17D;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022;Â&#x160;Â&#x2039;Â&#x2019; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x160;Â&#x2021; Â&#x201D;Â&#x192;Â?Â&#x192;Â&#x2020;Â&#x192; Â?Â&#x2039;Â&#x2030;Â&#x160;Â&#x2013;Â&#x2026;Â&#x17D;Â&#x2014;Â&#x201E; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; allowed Â The Â Kansan Â to Â market Â itself Â through Â almost Â all Â of Â the Â clubâ&#x20AC;&#x2122;s Â concerts Â and Â events. Â She Â worked Â with Â the Â Apartment Â Association Â of Â Lawrence Â to Â bring Â an Â Apartment Â Fest Â to Â the Â Campus Â of Â the Â University Â of Â Kansas Â and Â in Â Â&#x2013;Â&#x160;Â&#x2021; Â&#x2019;Â&#x201D;Â&#x2018;Â&#x2026;Â&#x2021;Â&#x2022;Â&#x2022; Â&#x2026;Â&#x201D;Â&#x2021;Â&#x192;Â&#x2013;Â&#x2021; Â&#x2022;Â&#x2021;Â&#x17D;Â&#x17D;Â&#x2039;Â?Â&#x2030; Â&#x2018;Â&#x2019;Â&#x2019;Â&#x2018;Â&#x201D;Â&#x2013;Â&#x2014;Â?Â&#x2039;Â&#x2013;Â&#x2039;Â&#x2021;Â&#x2022; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x192;Â&#x17D;Â&#x17D; Â&#x2018;Â&#x2C6; Â&#x2018;Â&#x2014;Â&#x201D; Â&#x192;Â&#x2026;Â&#x2026;Â&#x2018;Â&#x2014;Â?Â&#x2013; Â&#x2021;Â&#x161;Â&#x2021;Â&#x2026;Â&#x2014;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x2022; Â&#x2018;Â? Â&#x2022;Â&#x2013;Â&#x192;ĆĄ Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2122;Â&#x2021;Â&#x201D;Â&#x2021; Â&#x160;Â&#x192;Â?Â&#x2020;Â&#x17D;Â&#x2039;Â?Â&#x2030; Â?Â&#x2021;Â?Â&#x201E;Â&#x2021;Â&#x201D;Â&#x2022; Â&#x2018;Â&#x2C6; Â&#x2013;Â&#x160;Â&#x2021; association. Â And Â she Â eventually Â got Â Knology Â Cable Â to Â run Â massive Â campaigns Â with Â The Â Kansan Â again Â and Â turn Â them Â into Â one Â of Â our Â organizationâ&#x20AC;&#x2122;s Â top Â accounts. And Â like Â the Â best Â of Â the Â best Â Brooke Â has Â passed Â along Â her Â considerable Â knowledge Â and Â skill Â to Â those Â she Â works Â with. Â First Â as Â a Â zone Â manager Â where Â she Â helped Â four Â separate Â account Â executives Â grow Â and Â reach Â goal Â in Â the Â Spring Â of Â 2011. Â And Â second Â as Â business Â manager Â of Â The Â Kansan Â this Â past Â summer Â where Â she Â took Â over Â an Â almost Â completely Â Â&#x2039;Â?Â&#x2021;Â&#x161;Â&#x2019;Â&#x2021;Â&#x201D;Â&#x2039;Â&#x2021;Â?Â&#x2026;Â&#x2021;Â&#x2020; Â?Â&#x192;Â?Â&#x192;Â&#x2030;Â&#x2021;Â?Â&#x2021;Â?Â&#x2013; Â&#x192;Â?Â&#x2020; Â&#x2022;Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022; Â&#x2022;Â&#x2013;Â&#x192;ĆĄ Â&#x192;Â?Â&#x2020; Â&#x2013;Â&#x2014;Â&#x201D;Â?Â&#x2021;Â&#x2020; Â&#x2013;Â&#x160;Â&#x2021;Â? Â&#x2039;Â?Â&#x2013;Â&#x2018; Â&#x192; Â&#x2030;Â&#x201D;Â&#x2018;Â&#x2014;Â&#x2019; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x160;Â&#x2039;Â&#x2013; Â&#x2013;Â&#x160;Â&#x2021;Â&#x2039;Â&#x201D; Â&#x2026;Â&#x2014;Â?Â&#x2014;Â&#x17D;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x2030;Â&#x2018;Â&#x192;Â&#x17D; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x201E;Â&#x2018;Â&#x2013;Â&#x160; Â&#x2014;Â?Â&#x2021; Â&#x192;Â?Â&#x2020; Â&#x2014;Â&#x17D;Â&#x203A; Â&#x201E;Â&#x2021;Â&#x2C6;Â&#x2018;Â&#x201D;Â&#x2021; Â&#x2022;Â&#x160;Â&#x2021; Â&#x160;Â&#x2021;Â&#x201D;Â&#x2022;Â&#x2021;Â&#x17D;Â&#x2C6; Â&#x2030;Â&#x201D;Â&#x192;Â&#x2020;Â&#x2014;Â&#x192;Â&#x2013;Â&#x2021;Â&#x2020;Ç¤

Â&#x160;Â&#x192;Â&#x2DC;Â&#x2021; Â&#x2022;Â&#x2021;Â&#x2021;Â? Â&#x192;Â&#x2026;Â&#x2026;Â&#x2018;Â&#x2014;Â?Â&#x2013; Â&#x2021;Â&#x161;Â&#x2021;Â&#x2026;Â&#x2014;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x2022; Â&#x2026;Â&#x2018;Â?Â&#x2021; Â&#x2018;Â?Â&#x201E;Â&#x2018;Â&#x192;Â&#x201D;Â&#x2020; Â&#x2022;Â&#x2013;Â&#x192;ĆĄ Â&#x192;Â?Â&#x2020; Â&#x201E;Â&#x2021; Â&#x17D;Â&#x2014;Â&#x2026;Â?Â&#x203A; Â&#x2021;Â?Â&#x2018;Â&#x2014;Â&#x2030;Â&#x160; Â&#x2013;Â&#x2018; Â&#x17D;Â&#x192;Â?Â&#x2020; Â&#x2018;Â?Â&#x2013;Â&#x2018; Â&#x192; Â?Â&#x2021;Â&#x2122; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2022;Â&#x2039;Â?Â&#x2030;Â&#x17D;Â&#x2021;ÇŚ Â&#x160;Â&#x192;Â?Â&#x2020;Â&#x2021;Â&#x2020;Â&#x17D;Â&#x203A; Â?Â&#x192;Â?Â&#x2021;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021;Â&#x2039;Â&#x201D; Â&#x201C;Â&#x2014;Â&#x2018;Â&#x2013;Â&#x192;Ç¤ Â?Â&#x2020; Â&#x160;Â&#x192;Â&#x2DC;Â&#x2021; Â&#x192;Â&#x17D;Â&#x2022;Â&#x2018; Â&#x2022;Â&#x2021;Â&#x2021;Â? Â&#x192;Â&#x2026;Â&#x2026;Â&#x2018;Â&#x2014;Â?Â&#x2013; Â&#x2021;Â&#x161;Â&#x2021;Â&#x2026;Â&#x2014;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x2022; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2026;Â&#x2018;Â&#x192;Â&#x2022;Â&#x2013; Â&#x2018;ĆĄ Â&#x2013;Â&#x160;Â&#x2021; Â&#x2022;Â&#x2014;Â&#x2026;Â&#x2026;Â&#x2021;Â&#x2022;Â&#x2022; Â&#x2018;Â&#x2C6; Â&#x2018;Â?Â&#x2021; Â&#x192;Â&#x2026;Â&#x2026;Â&#x2018;Â&#x2014;Â?Â&#x2013; Â&#x192;Â?Â&#x2020; Â?Â&#x2021;Â&#x2DC;Â&#x2021;Â&#x201D; Â&#x201D;Â&#x2021;Â&#x192;Â&#x2026;Â&#x160; Â&#x2013;Â&#x160;Â&#x2021;Â&#x2039;Â&#x201D; Â&#x2C6;Â&#x2014;Â&#x17D;Â&#x17D; Â&#x2019;Â&#x2018;Â&#x2013;Â&#x2021;Â?Â&#x2013;Â&#x2039;Â&#x192;Â&#x17D;Ç¤ Â&#x2013; Â&#x2039;Â&#x2022; Â&#x192;Â&#x2026;Â&#x2026;Â&#x2018;Â&#x2014;Â?Â&#x2013; Â&#x2021;Â&#x161;Â&#x2021;Â&#x2026;Â&#x2014;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x2022; Â&#x17D;Â&#x2039;Â?Â&#x2021; Â&#x201D;Â&#x2018;Â&#x2018;Â?Â&#x2021; Â&#x201E;Â?Â&#x2021;Â&#x203A; Â&#x2013;Â&#x160;Â&#x2018;Â&#x2014;Â&#x2030;Â&#x160; Â&#x2122;Â&#x160;Â&#x2018; Â&#x2018;Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x2026;Â&#x2018;Â?Â&#x2021; Â&#x192;Â&#x2020;Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x2022;Â&#x2039;Â&#x2013;Â&#x203A;ÇĄ Â&#x2022;Â&#x2021;Â&#x17D;Â&#x17D; Â&#x17D;Â&#x2039;Â?Â&#x2021; an Â all-Ââ&#x20AC;?star Â and Â make Â everyone Â else Â around Â them Â the Â better Â for Â it Â that Â are Â truly Â exceptional Â from Â my Â point Â of Â view. Â I Â Â&#x2013;Â&#x160;Â&#x2039;Â?Â? Â&#x160;Â&#x2021;Â&#x201D; Â&#x2021;ĆĄÂ&#x2018;Â&#x201D;Â&#x2013;Â&#x2022; Â&#x192;Â&#x201D;Â&#x2021; Â&#x2122;Â&#x2018;Â&#x201D;Â&#x2013;Â&#x160;Â&#x203A; Â&#x2018;Â&#x2C6; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2019;Â&#x201D;Â&#x2021;Â&#x2022;Â&#x2013;Â&#x2039;Â&#x2030;Â&#x2039;Â&#x2018;Â&#x2014;Â&#x2022; Â&#x192;Â&#x2122;Â&#x192;Â&#x201D;Â&#x2020; Â&#x2018;Â&#x2C6; Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022; Â&#x2021;Â&#x2019;Â&#x201D;Â&#x2021;Â&#x2022;Â&#x2021;Â?Â&#x2013;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x2018;Â&#x2C6; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2021;Â&#x192;Â&#x201D; Â&#x192;Â?Â&#x2020; Â&#x160;Â&#x2018;Â&#x2019;Â&#x2021; Â&#x203A;Â&#x2018;Â&#x2014; Â&#x2122;Â&#x2039;Â&#x17D;Â&#x17D; Â&#x192;Â&#x2122;Â&#x192;Â&#x201D;Â&#x2020; Â&#x160;Â&#x2021;Â&#x201D; with Â it. Â&#x2039;Â?Â&#x2026;Â&#x2021;Â&#x201D;Â&#x2021;Â&#x17D;Â&#x203A;ÇĄ

Â&#x2018;Â? Â&#x2026;Â&#x160;Â&#x17D;Â&#x2039;Â&#x2013;Â&#x2013; Sales Â and Â Marketing Â Adviser The Â University Â Daily Â Kansan

L E T T E R o f R E C O M M E N DAT I O N Ko r a b e l a n d, S T U D E N T AC C O U N T E X E C U T I V E To Whom It May Concern: I am writing this letter in support of Brooke Abney’s candidacy for Salesperson of the Year at the 2012 CNBAM Ǥ ǡ Ǥ ǡ ǡ ơ Ǥ Ƥ ơ ͜͞͝͝ǡ Ƥ Ǥ ǡ must have in order to be successful. ǡ ǡ ơǤ Ƥ ƥ ǡ Ǧ ǡ Ǥ ǡ Ƥ Ǥ Ƥ ǡ ǯ Ƥ Ǥ But it wasn’t her selling expertise and knowledge of our product that made Brooke and the people around her Ǣ ǡ ǡ Ǥ ǡ Ǥ ǯ ǡ Ǥ ǡ ǡ ǡ Ƥ Ƥ Ǥ ǡ ǡ ǡ own. Ƥ Ǥ ǡ ǡ ǡ Ƥ Ǥ ǡ ǡ someday see the same success she did. It wasn’t until she had graduated and left the Kansan that I realized how big of an impact Brooke had on my life. ǡ Ǣ ǡ Ǥ Ƥ ǡ Ƥ ǡ Ǥ Ƥ ǡ the award of Salesperson of the Year. ǡ Korab Eland Sales Manager University Daily Kansan

L E T T E R o f R E C O M M E N DAT I O N M i k e Lo g a n, T h e G r a n a da , Ow n e r To Â Whom Â It Â May Â Concern: I Â had Â the Â pleasure Â of Â having Â Brooke Â as Â my Â sales Â representative Â for Â an Â entire Â academic Â year. Â I Â was Â then Â able Â to Â see Â Â&#x160;Â&#x2021;Â&#x201D; Â&#x2013;Â&#x201D;Â&#x192;Â?Â&#x2022;Â&#x2039;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â?Â&#x203A; Â&#x192;Â&#x2026;Â&#x2026;Â&#x2018;Â&#x2014;Â?Â&#x2013; Â&#x2013;Â&#x2018; Â&#x192; Â&#x152;Â&#x2014;Â?Â&#x2039;Â&#x2018;Â&#x201D; Â&#x2022;Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022; Â&#x201D;Â&#x2021;Â&#x2019; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2022;Â&#x2014;Â?Â?Â&#x2021;Â&#x201D; Í&#x17E;Í&#x153;Í?Í? Â&#x192;Â?Â&#x2020; Â&#x2026;Â&#x192;Â? Â&#x2013;Â&#x201D;Â&#x2014;Â&#x17D;Â&#x203A; Â&#x2022;Â&#x192;Â&#x203A; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2022;Â&#x160;Â&#x2021; Â&#x2122;Â&#x192;Â&#x2022; Â&#x2018;Â?Â&#x2021;ÇŚÂ&#x2018;Â&#x2C6; Â&#x192; Â?Â&#x2039;Â?Â&#x2020;Ç¤ Â&#x160;Â&#x192;Â&#x2DC;Â&#x2021; Â&#x2018;Â&#x2019;Â&#x2021;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2021;Â&#x2020; Â?Â&#x203A; Â&#x2013;Â&#x160;Â&#x2021;Â&#x192;Â&#x2013;Â&#x2021;Â&#x201D; Â&#x2C6;Â&#x2018;Â&#x201D; Â?Â&#x2021;Â&#x192;Â&#x201D;Â&#x17D;Â&#x203A; Â&#x192; Â&#x2020;Â&#x2021;Â&#x2026;Â&#x192;Â&#x2020;Â&#x2021; Â&#x192;Â?Â&#x2020; Â&#x192;Â? Â&#x2022;Â&#x2018;Â&#x17D;Â&#x2039;Â&#x2026;Â&#x2039;Â&#x2013;Â&#x2021;Â&#x2020; Â&#x2018;Â&#x2C6;Â&#x2013;Â&#x2021;Â? Â&#x2C6;Â&#x2018;Â&#x201D; Â?Â&#x203A; Â&#x192;Â&#x2020;Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x2013;Â&#x2039;Â&#x2022;Â&#x2039;Â?Â&#x2030; Â&#x2020;Â&#x2018;Â&#x17D;Â&#x17D;Â&#x192;Â&#x201D;Â&#x2022;ÇĄ Â&#x201E;Â&#x2014;Â&#x2013; Â&#x160;Â&#x192;Â&#x2DC;Â&#x2021; Â?Â&#x2018;Â&#x2013; Â&#x2C6;Â&#x2018;Â&#x2014;Â?Â&#x2020; Â&#x192; representative Â who Â was Â as Â engaged Â in Â our Â business Â and Â its Â well-Ââ&#x20AC;?being Â as Â was Â Brooke. Â Â Â Â&#x2018; Â&#x201E;Â&#x2021; Â?Â&#x2018;Â&#x201D;Â&#x2021; Â&#x2022;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2039;Ć¤Â&#x2026;ÇĄ Â&#x2039;Â&#x2013; Â&#x2122;Â&#x192;Â&#x2022; Â&#x201D;Â&#x2018;Â&#x2018;Â?Â&#x2021;Â&#x2022; Â&#x192;Â&#x2019;Â&#x2019;Â&#x201D;Â&#x2018;Â&#x192;Â&#x2026;Â&#x160; Â&#x2013;Â&#x2018; Â&#x201E;Â&#x2014;Â&#x2039;Â&#x17D;Â&#x2020;Â&#x2039;Â?Â&#x2030; Â&#x2013;Â&#x160;Â&#x2021; Â&#x201D;Â&#x2021;Â&#x17D;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022;Â&#x160;Â&#x2039;Â&#x2019; Â&#x201E;Â&#x2021;Â&#x2013;Â&#x2122;Â&#x2021;Â&#x2021;Â? Â?Â&#x203A; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x192;Â?Â&#x2020; Â&#x160;Â&#x2021;Â&#x201D; Â&#x2019;Â&#x2014;Â&#x201E;Â&#x17D;Â&#x2039;Â&#x2026;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x192;Â&#x2019;Â&#x2019;Â&#x201D;Â&#x2021;Â&#x2026;Â&#x2039;Â&#x192;Â&#x2013;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x160;Â&#x2021; Â?Â&#x2018;Â&#x2022;Â&#x2013;Ç¤ Â&#x201D;Â&#x2018;Â&#x2018;Â?Â&#x2021; Â&#x2026;Â&#x192;Â?Â&#x2021; Â&#x2039;Â? Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2020; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x192; Â?Â?Â&#x2018;Â&#x2122;Â&#x17D;Â&#x2021;Â&#x2020;Â&#x2030;Â&#x2021; Â&#x2018;Â&#x2C6; Â&#x2122;Â&#x160;Â&#x192;Â&#x2013; Â?Â&#x203A; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x2122;Â&#x192;Â&#x2022; Â&#x192;Â&#x2013; Â&#x2039;Â&#x2013;ÇŻÂ&#x2022; Â&#x2026;Â&#x2018;Â&#x201D;Â&#x2021;ÇĄ Â&#x17D;Â&#x2039;Â&#x2022;Â&#x2013;Â&#x2021;Â?Â&#x2021;Â&#x2020; Â&#x2013;Â&#x2018; Â?Â&#x2021; Â&#x2013;Â&#x192;Â&#x17D;Â? Â&#x160;Â&#x2021;Â&#x201D; Â&#x2021;Â&#x192;Â&#x201D; Â&#x2018;ĆĄ Â&#x192;Â&#x201E;Â&#x2018;Â&#x2014;Â&#x2013; Â?Â&#x203A; Â&#x201E;Â&#x2039;Â&#x2030; Â&#x2019;Â&#x2039;Â&#x2026;Â&#x2013;Â&#x2014;Â&#x201D;Â&#x2021; Â&#x2039;Â&#x2020;Â&#x2021;Â&#x192;Â&#x2022; Â&#x192;Â?Â&#x2020; Â&#x2013;Â&#x160;Â&#x2021;Â? Â&#x2122;Â&#x2018;Â&#x201D;Â?Â&#x2021;Â&#x2020; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â?Â&#x2021; Â&#x2013;Â&#x2018; Â&#x2020;Â&#x2021;Â&#x2DC;Â&#x2021;Â&#x17D;Â&#x2018;Â&#x2019; Â&#x201D;Â&#x2021;Â&#x2022;Â&#x2014;Â&#x17D;Â&#x2013; Â&#x2020;Â&#x201D;Â&#x2039;Â&#x2DC;Â&#x2021;Â? Â&#x2030;Â&#x2018;Â&#x192;Â&#x17D;Â&#x2022; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2018;Â&#x2014;Â&#x201D; Â?Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2013;Â&#x2039;Â?Â&#x2030;Ç¤ Â?Â&#x2021; Â&#x2018;Â&#x2C6; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2039;Â?Â&#x2030;Â&#x2022; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2021;Â?Â&#x152;Â&#x2018;Â&#x203A;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x160;Â&#x2021; Â?Â&#x2018;Â&#x2022;Â&#x2013; Â&#x2020;Â&#x2014;Â&#x201D;Â&#x2039;Â?Â&#x2030; Â&#x201D;Â&#x2018;Â&#x2018;Â?Â&#x2021;ÇŻÂ&#x2022; Â&#x2013;Â&#x2021;Â?Â&#x2014;Â&#x201D;Â&#x2021; Â&#x2122;Â&#x192;Â&#x2022; Â&#x2026;Â&#x201D;Â&#x2021;Â&#x192;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x2022;Â&#x2039;Â&#x2030;Â?Â&#x192;Â&#x2013;Â&#x2014;Â&#x201D;Â&#x2021; Â&#x2021;Â&#x2DC;Â&#x2021;Â?Â&#x2013;Â&#x2022; presented Â in Â tune Â with Â her Â publication. Â Â Being Â involved Â in Â the Â creation Â of Â these Â events Â let Â Brooke Â use Â her Â business Â Â?Â&#x2039;Â?Â&#x2020; Č&#x2039;Â&#x192; Â&#x2019;Â&#x2021;Â&#x201D;Â&#x2022;Â&#x2019;Â&#x2021;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x2018;Â&#x2C6;Â&#x2013;Â&#x2021;Â? Ć¤Â?Â&#x2020; Â&#x17D;Â&#x192;Â&#x2026;Â?Â&#x2039;Â?Â&#x2030; Â&#x2039;Â? Â?Â&#x2018;Â&#x2022;Â&#x2013; Â&#x192;Â&#x2020;Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x2013;Â&#x2039;Â&#x2022;Â&#x2039;Â?Â&#x2030; Â&#x2022;Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022; Â&#x201D;Â&#x2021;Â&#x2019;Â&#x2022;Č&#x152; Â&#x192;Â?Â&#x2020; Â&#x201D;Â&#x2021;Â&#x192;Â&#x17D;Â&#x17D;Â&#x203A; Â&#x2021;Â?Â&#x2DC;Â&#x2021;Â&#x17D;Â&#x2018;Â&#x2019;Â&#x2021; Â&#x160;Â&#x2021;Â&#x201D; Â&#x2039;Â? Â&#x2122;Â&#x160;Â&#x192;Â&#x2013; Â&#x2018;Â&#x2014;Â&#x201D; Ć¤Â?Â&#x192;Â?Â&#x2026;Â&#x2039;Â&#x192;Â&#x17D; and Â intrinsic Â goals Â were. Â Â Brooke Â worked Â with Â both Â her Â marketing Â department Â and Â business Â manager Â and Â was Â able Â to Â create Â a Â plans Â that Â would Â allow Â her Â publication Â to Â sell Â sponsorship Â advertising Â for Â our Â events Â and Â create Â cross-Ââ&#x20AC;? pollination Â marketing Â with Â my Â business Â and Â those Â associated Â sponsors Â & Â advertising Â partners. Â Â Several Â of Â those Â relationships Â forged Â during Â those Â earlier Â events Â have Â remained Â strong Â to Â this Â day. Â Â Â Â&#x201D;Â&#x2018;Â&#x2018;Â?Â&#x2021; Â&#x2122;Â&#x2021;Â?Â&#x2013; Â&#x192;Â&#x201E;Â&#x2018;Â&#x2DC;Â&#x2021; Â&#x192;Â?Â&#x2020; Â&#x201E;Â&#x2021;Â&#x203A;Â&#x2018;Â?Â&#x2020; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2020;Â&#x2014;Â&#x2013;Â&#x2039;Â&#x2021;Â&#x2022; Â&#x2018;Â&#x2C6; Â&#x160;Â&#x2021;Â&#x201D; Â&#x201D;Â&#x2018;Â&#x17D;Â&#x2021; Â&#x192;Â&#x2022; Â?Â&#x203A; Â&#x201D;Â&#x2021;Â&#x2019;Ç¤ Â&#x160;Â&#x2021; Â&#x160;Â&#x192;Â?Â&#x2020;Â&#x201E;Â&#x2039;Â&#x17D;Â&#x17D;Â&#x2021;Â&#x2020; Â&#x2C6;Â&#x2018;Â&#x201D; Â?Â&#x2021;ÇĄ Â&#x2021;Â?Â&#x2030;Â&#x192;Â&#x2030;Â&#x2021;Â&#x2020; Â&#x160;Â&#x2021;Â&#x201D; Â?Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x2013;Â&#x2021;Â&#x192;Â?ÇĄ Â&#x17D;Â&#x2021;Â&#x2020; Â&#x2019;Â&#x201D;Â&#x2018;Â?Â&#x2018;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x192;Â&#x17D; Â&#x2030;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x192;Â&#x2122;Â&#x192;Â&#x203A;Â&#x2022; Â&#x2018;Â?ÇŚÂ&#x2026;Â&#x192;Â?Â&#x2019;Â&#x2014;Â&#x2022; Â&#x192;Â?Â&#x2020; Â&#x2DC;Â&#x2039;Â&#x192; Â&#x2022;Â&#x2018;Â&#x2026;Â&#x2039;Â&#x192;Â&#x17D; Â?Â&#x2021;Â&#x2020;Â&#x2039;Â&#x192;Ç¤ Â&#x160;Â&#x2021; Â&#x2122;Â&#x192;Â&#x2022; Â&#x192;Â&#x17D;Â&#x2122;Â&#x192;Â&#x203A;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2039;Â?Â?Â&#x2039;Â?Â&#x2030; Â&#x2018;Â&#x2C6; Â?Â&#x2021;Â&#x2122; Â&#x2122;Â&#x192;Â&#x203A;Â&#x2022; Â&#x2013;Â&#x2018; Â&#x2022;Â&#x2013;Â&#x2014;Â&#x2020;Â&#x2021;Â?Â&#x2013;Â&#x2022; Â&#x2039;Â?Â&#x2018;Â&#x2DC;Â&#x2018;Â&#x17D;Â&#x2DC;Â&#x2021;Â&#x2020; Â&#x192;Â?Â&#x2020; Â?Â&#x2021;Â&#x2021;Â&#x2019; Â?Â&#x203A; Â&#x2026;Â&#x192;Â?Â&#x2019;Â&#x192;Â&#x2039;Â&#x2030;Â?Â&#x2022; Â&#x2014;Â?Â&#x2039;Â&#x201C;Â&#x2014;Â&#x2021;Ç¤ Â&#x2018;Â&#x2022;Â&#x2013; Â&#x2039;Â?Â&#x2019;Â&#x2018;Â&#x201D;Â&#x2013;Â&#x192;Â?Â&#x2013;Â&#x203A;ÇĄ Â&#x2022;Â&#x160;Â&#x2021; Â?Â?Â&#x2021;Â&#x2122; Â&#x160;Â&#x2018;Â&#x2122; Â&#x2013;Â&#x2018; Â?Â&#x2021;Â&#x2021;Â&#x2019; Â&#x2014;Â&#x2019; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â?Â&#x2021;ÇĄ Â?Â&#x192;Â?Â&#x2039;Â?Â&#x2030; Â&#x2022;Â&#x2014;Â&#x201D;Â&#x2021; never Â missed Â a Â deadline Â and Â my Â bills Â were Â paid Â on-Ââ&#x20AC;?time. Â

Â&#x2122;Â&#x2039;Â&#x17D;Â&#x17D; Â&#x192;Â&#x17D;Â&#x2122;Â&#x192;Â&#x203A;Â&#x2022; Â&#x201E;Â&#x2021; Â&#x192;Â&#x2019;Â&#x2019;Â&#x201D;Â&#x2021;Â&#x2026;Â&#x2039;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x2018;Â&#x2C6; Â&#x2018;Â&#x2014;Â&#x201D; Â&#x2013;Â&#x2039;Â?Â&#x2021; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x201D;Â&#x2018;Â&#x2018;Â?Â&#x2021; Â&#x192;Â&#x2022; Â&#x2018;Â&#x2014;Â&#x201D; Â&#x2022;Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022; Â&#x201D;Â&#x2021;Â&#x2019;Â&#x201D;Â&#x2021;Â&#x2022;Â&#x2021;Â?Â&#x2013;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021;ÇĄ Â&#x160;Â&#x2021;Â&#x201D; Â?Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x2039;Â?Â&#x2022;Â&#x2039;Â&#x2030;Â&#x160;Â&#x2013; Â&#x192;Â?Â&#x2020; Â&#x201E;Â&#x2018;Â&#x2039;Â&#x17D;Â&#x2021;Â&#x201D;ÇŚ Â&#x2019;Â&#x17D;Â&#x192;Â&#x2013;Â&#x2021; Â&#x2020;Â&#x2021;Â&#x2022;Â&#x2039;Â&#x2030;Â? Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x160;Â&#x2018;Â&#x2122; Â&#x2013;Â&#x2018; Â&#x2021;ĆĄÂ&#x2021;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021;Â&#x17D;Â&#x203A; Â?Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2013; Â&#x2018;Â&#x2014;Â&#x201D; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x160;Â&#x192;Â&#x2DC;Â&#x2021; Â&#x201E;Â&#x2021;Â&#x2021;Â? Â&#x2DC;Â&#x192;Â&#x17D;Â&#x2014;Â&#x192;Â&#x201E;Â&#x17D;Â&#x2021; Â&#x192;Â&#x2022;Â&#x2022;Â&#x2021;Â&#x2013;Â&#x2022;Ç¤ Â&#x201E;Â&#x2021;Â&#x17D;Â&#x2039;Â&#x2021;Â&#x2DC;Â&#x2021; Â&#x2013;Â&#x160;Â&#x192;Â&#x2013; Â&#x2022;Â&#x160;Â&#x2021; Â&#x2122;Â&#x2039;Â&#x17D;Â&#x17D; Â&#x2020;Â&#x2018; Â&#x2022;Â&#x2018;Â?Â&#x2021; amazing Â things Â as Â her Â career Â progresses Â and Â I Â highly Â recommend Â Brooke Â for Â your Â Sales Â Representative Â of Â the Â Year Â award. Â Â&#x160;Â&#x2021;Â&#x2021;Â&#x201D;Â&#x2022;ÇĄ

Mike Â Logan

Â&#x201D;Â&#x192;Â?Â&#x192;Â&#x2020;Â&#x192; Â&#x160;Â&#x2021;Â&#x192;Â&#x2013;Â&#x2021;Â&#x201D; Â&#x192;Â&#x2122;Â&#x201D;Â&#x2021;Â?Â&#x2026;Â&#x2021;ÇĄ mike@thegranada.com ÍŁÍ¤ÍĄÇ¤ÍĄÍĄÍ&#x153;Ç¤ÍĄÍ˘ÍĽÍ&#x;

P e r s o n a l s tat e m e n t o f ‘ Sales Philosophy ǣ Thank you for reviewing my statement of sales philosophy and experience at The University Daily Kansan. The last year marked great success for me in regards to my sales and The Kansan as a whole. We were proud to take home Best Ad ơ ͜͜͞͝ ͜͞͝͝ Ǥ ǡ time as the Summer Ad Director was a wonderful opportunity and transition into my professional sales career. This ǡ industry. ơ ͜͜͞͝ǡ Ǥ attitude and an eager desire to absorb as much information about the sales process and the business of advertising as Ǥ ǡ Ǥ Ȃ ǡ ǡ ơǤ ơ Ǥ Ǥ Ƥ ǡ Ǥ Ǥ I repeatedly exceeded my quotas by learning the print and digital products inside and out. As I saw our products reaching ǡ Ǥ ǯ Ǥ ǡ Ǥ ǡ ǡ ǡ Ƥ Ǥ ǡ studies helped me form my own approach to the sales process. Ƥ Ǥ Ƥ Ǥ Ƥ ǡ ǡ Ǥ ơ ǡ

ǯ ơ Ǥ Ǧ Ƥ Ǥ student focus groups and surveys to establish the client’s awareness level and perception by students. ǡ Ǥ Ǧ Ǥ ǡ particularly verbal and nonverbal cues from their facial expressions and body language. I often referred to the four ȋ ǡ ǡ Ȍ Ǥ Ƥ as a way to create rapport with the client and establish common ground. I used resources from training and the needs ǡ Ƥ Ǥ Ǥ Ǧ ơ Ǥ our newspaper to show them where their ads were placed and make sure to continue to ask questions and monitor our strategy we developed together. ǡ ǯ ơ Ǥ ǡ ǡ Ǥ ǡ Ǯ ǳ

ǡ Ǥ front page advertising for special events and direct response. Because she was able to stay on the top of students’ minds ͜͞τ ǡ Ǥ ͊͜͞ǡ͜͜͜ ͊͢͞ǡͣ͝͡Ǥ͜͞ǡ ͟͟͝τ ǡ Ǥ I am particularly proud of my work to form community partnerships with our clients. I worked with the Apartment ǲ ǳ Ǥ ǡ ͝͡ ǡ responsible for the overall success of the event. This partnership created branding opportunities for The Kansan and selling opportunities for all of the reps who had complexes in the association. My clients and co-‐workers trust that I am ǡ ǡ made it possible for all the other reps to hit goal. ǡ Ƥ Ǥ Ƥ ǡ ͝͠͠τ Ǥ ǡ Ǧ Ǧ ͜ Ƥ Ǥ ǡ ͤ͜͜ ͤ͜͜ Ǧ Ǥ Ǧ ƪ Ǥ ǡ Ǥ ǡ Ƥ Ǥ ͜͜͞͝ǡ ͜͡Ǧ͢͡τ Ƥ ƪ ǡ ǡ Ǧ Ǧ Ǥ Ƥ Ǥ Ƥ example. I committed myself to cold calling at least 20 new businesses a day. I took advantage of our growing digital ơ Ǥ Ƥ ǡ ǡ Ǧ ǡ Ǥ ͜͜͞͝ǡ ǡ ͝͝ Ǥ ǯ Ǥ Ǧ ǡ ͜͞͝͝ Ǥ By Spring of 2011 I was able to combine the new businesses I had activated as well as expand upon opportunities with Ǥ ͊͢ǡͣ͜͝Ǥ͜͝ ǡ ͤ͝τ ͜͞͝͝ Ǥ ͊͠͠ǡ͜͟͠Ǥ͞͡ ͟͝͝τ ͜͞͝͝Ǥ ǲ ǳ ͊͝ǡ͜͜͜ǡ Ǥ ͜͞͝͝ ͝͞ ͝͡ Ǥ ͊ͥ͠ǡ͜͜͜ Ǥ ǡ ơ ͊͜͝͝ǡ͜͜͜ Ǥ ǡ Ǥ ǡ ǡ ǯ Ǥ ǡ ǡ ǡ Ǧ ͜͞͝͝Ǥ ơ ǡ ǡ zone and eagerness grow as a professional sales representative.

ǡ Brooke A. Abney The University Daily Kansan

APPENDIX - 1 RĂ&#x2030;SUMĂ&#x2030;

3423 Â Nw Â Kensington Â Ln. Â #202 Silverdale, Â WA

-Relevant Coursework- Graduation Â Date: Â August Â 2011 Strategic Â Campaigns, Â Message Â Development, Â Principles Â of Â Advertising, Â Market Â Research, Â Media Â & Â Society, Â Strategic Â Communication, Â Visual Â Communication, Â First Â Amendment

-PROFESSIONALVillage voice media account manager Č&#x2C6; Â&#x2014;Â&#x2030;Â&#x2014;Â&#x2022;Â&#x2013; Í&#x17E;Í&#x153;Í?Í?ÇŚ Â&#x201D;Â&#x2021;Â&#x2022;Â&#x2021;Â?Â&#x2013; at seattle weekly Generated Â $15,578.50 Â in Â new Â business Â revenue Â to Â date Secured Â approximately Â $30,000 Â in Â projected Â revenue Activated Â 33 Â accounts Â while Â in Â position Worked Â with Â print, Â digital Â (display/banner, Â daily Â deal), Â mobile Â (text, Â applications, Â mobile Â sites) Â and Â various Â partner Â sites Â including Â urbanspoon.com Â and Â seattle.eater.com

The University Daily Kansan Advertising Director Č&#x2C6; Â&#x192;Â&#x203A; Í&#x17E;Í&#x153;Í?Í?ÇŚ Â&#x2014;Â&#x2030;Â&#x2014;Â&#x2022;Â&#x2013; Í&#x17E;Í&#x153;Í?Í? Lawrence, Kansas Â&#x2021;Â&#x2026;Â&#x201D;Â&#x2014;Â&#x2039;Â&#x2013;Â&#x2021;Â&#x2020;ÇĄ Â&#x2039;Â?Â&#x2013;Â&#x2021;Â&#x201D;Â&#x2DC;Â&#x2039;Â&#x2021;Â&#x2122;Â&#x2021;Â&#x2020; Â&#x192;Â?Â&#x2020; Â&#x160;Â&#x2039;Â&#x201D;Â&#x2021;Â&#x2020; Â&#x2022;Â&#x2013;Â&#x192;ĆĄ Â&#x2018;Â&#x2C6; Í&#x17E;Í&#x153; Â&#x2022;Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022;ÇĄ Â?Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x192;Â?Â&#x2020; Â&#x2020;Â&#x2021;Â&#x2022;Â&#x2039;Â&#x2030;Â? Â&#x2019;Â&#x201D;Â&#x2018;Â&#x2C6;Â&#x2021;Â&#x2022;Â&#x2022;Â&#x2039;Â&#x2018;Â?Â&#x192;Â&#x17D;Â&#x2022; Responsible Â for Â generating Â more Â than Â $100,000 Â in Â print/digital Â advertising Â revenue Â&#x201D;Â&#x192;Â&#x2039;Â?Â&#x2021;Â&#x2020; Â&#x2022;Â&#x2013;Â&#x192;ĆĄ Â&#x2018;Â? Â&#x2022;Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022; Â&#x2019;Â&#x201D;Â&#x2018;Â&#x2026;Â&#x2021;Â&#x2022;Â&#x2022; Â&#x192;Â?Â&#x2020; Â&#x2019;Â&#x201D;Â&#x2039;Â?Â&#x2013;Č&#x20AC;Â&#x2018;Â?Â&#x17D;Â&#x2039;Â?Â&#x2021; Â&#x2020;Â&#x2039;Â&#x2022;Â&#x2019;Â&#x17D;Â&#x192;Â&#x203A; Â&#x192;Â&#x2020;Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x2013;Â&#x2039;Â&#x2022;Â&#x2039;Â?Â&#x2030; Â&#x201E;Â&#x2021;Â&#x2022;Â&#x2013; Â&#x2019;Â&#x201D;Â&#x192;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2026;Â&#x2021;Â&#x2022;

ZONE Â MANAGER Â Â Č&#x2C6; Â&#x2014;Â&#x2030;Â&#x2014;Â&#x2022;Â&#x2013; Í&#x17E;Í&#x153;Í?Í&#x153;ÇŚ Â&#x192;Â&#x203A; Í&#x17E;Í&#x153;Í?Í? Â&#x2021;Â&#x2020; Â&#x2030;Â&#x201D;Â&#x2018;Â&#x2014;Â&#x2019; Í ÇŚÂ&#x2019;Â&#x2021;Â&#x201D;Â&#x2022;Â&#x2018;Â? Â&#x2022;Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022; Â&#x2013;Â&#x2021;Â&#x192;Â?ÇĄ Â?Â&#x192;Â?Â&#x192;Â&#x2030;Â&#x2039;Â?Â&#x2030; Â&#x192; Â&#x201C;Â&#x2014;Â&#x2018;Â&#x2013;Â&#x192; Â&#x2018;Â&#x2C6; Â?Â&#x2018;Â&#x201D;Â&#x2021; Â&#x2013;Â&#x160;Â&#x192;Â? Í&#x160;Í?Í&#x153;Í&#x153; Â&#x2021;Â&#x192;Â&#x2026;Â&#x160; Â&#x2022;Â&#x2021;Â?Â&#x2021;Â&#x2022;Â&#x2013;Â&#x2021;Â&#x201D; Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x192;Â&#x2030;Â&#x2021;Â&#x2020; Â?Â&#x2018;Â&#x201D;Â&#x2021; Â&#x2013;Â&#x160;Â&#x192;Â? Í?Í Í&#x153;Ď&#x201E; Â&#x2013;Â&#x2018; Â&#x2022;Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022; Â&#x201C;Â&#x2014;Â&#x2018;Â&#x2013;Â&#x192; Â&#x2030;Â&#x2018;Â&#x192;Â&#x17D; Č&#x2039; Â&#x2018;Â&#x2DC;Ç¤ Í&#x17E;Í&#x153;Í?Í&#x153;ÇŚ Â&#x192;Â&#x201D;Â&#x2026;Â&#x160; Í&#x17E;Í&#x153;Í?Í?Č&#x152; Activated Â 10 Â new Â business Â accounts Â&#x2021;Â&#x2020; Â&#x2122;Â&#x2021;Â&#x2021;Â?Â&#x17D;Â&#x203A; Â?Â&#x2021;Â&#x2021;Â&#x2013;Â&#x2039;Â?Â&#x2030;Â&#x2022; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2021;Â?Â&#x2019;Â&#x160;Â&#x192;Â&#x2022;Â&#x2039;Â&#x2022; Â&#x2039;Â? Â&#x2022;Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022; Â&#x2022;Â&#x2013;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2021;Â&#x2030;Â&#x203A; Â&#x192;Â?Â&#x2020; Â?Â&#x2021;Â&#x2122; Â&#x201E;Â&#x2014;Â&#x2022;Â&#x2039;Â?Â&#x2021;Â&#x2022;Â&#x2022; Â&#x192;Â&#x2026;Â&#x201C;Â&#x2014;Â&#x2039;Â&#x2022;Â&#x2039;Â&#x2013;Â&#x2039;Â&#x2018;Â? Managed Â â&#x20AC;&#x153;Zone Â of Â the Â Monthâ&#x20AC;? Â for Â Oct., Â Nov Â December Â and Â January Â while Â at Â position Account Executive Č&#x2C6; Â&#x192;Â?Â&#x2014;Â&#x192;Â&#x201D;Â&#x203A; Í&#x17E;Í&#x153;Í?Í&#x153;ÇŚ Â&#x192;Â&#x203A; Í&#x17E;Í&#x153;Í?Í&#x153; Â&#x192;Â?Â&#x192;Â&#x2030;Â&#x2021;Â&#x2020; Í&#x17E;ÍŁ Â&#x192;Â&#x2026;Â&#x2026;Â&#x2018;Â&#x2014;Â?Â&#x2013;Â&#x2022; Â&#x192;Â&#x2022; Â&#x192; Â?Â&#x2014;Â&#x17D;Â&#x2013;Â&#x2039;ÇŚÂ?Â&#x2021;Â&#x2020;Â&#x2039;Â&#x192; Â?Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x2026;Â&#x2018;Â?Â&#x2022;Â&#x2014;Â&#x17D;Â&#x2013;Â&#x192;Â?Â&#x2013; Activated Â 7 Â new Â business Â accounts Increased Â awareness Â and Â growth Â of Â clients Â by Â creating Â strategic Â print Â advertising Â campaigns Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x192;Â&#x2030;Â&#x2021;Â&#x2020; Â?Â&#x2018;Â&#x201D;Â&#x2021; Â&#x2013;Â&#x160;Â&#x192;Â? Í?Í&#x;Í&#x153;Ď&#x201E; Â&#x2013;Â&#x2018; Â&#x2022;Â&#x192;Â&#x17D;Â&#x2021;Â&#x2022; Â&#x201C;Â&#x2014;Â&#x2018;Â&#x2013;Â&#x192; Â&#x2030;Â&#x2018;Â&#x192;Â&#x17D;

EUSA International Internship Public relations and marketing intern Č&#x2C6; Â&#x2014;Â?Â?Â&#x2021;Â&#x201D; Í&#x17E;Í&#x153;Í?Í&#x153; Dublin, Ireland Planned Â advertising Â and Â marketing Â budget Â for Â 2012 Â International Â Eucharistic Â Congress Performed Â market Â research Â and Â developed Â search Â engine Â optimization Â reports

William Allen White School of Journalism Student Ambassador Č&#x2C6; Â&#x2014;Â&#x2030;Â&#x2014;Â&#x2022;Â&#x2013; Í&#x17E;Í&#x153;Í&#x153;ÍĽÇŚ Â&#x201D;Â&#x2021;Â&#x2022;Â&#x2021;Â?Â&#x2013; Journalism and Mass Guided Â tours Â through Â School Â of Â Journalism Â promoting Â school Â image Â and Â history Communication Responsible Â for Â new Â student Â recruitment Oversaw Â Journalism Â School Â events Â and Â distributed Â informational Â materials Â

-AWARDS- CNBAM Â 2011 Â Sales Â Representative Â of Â the Â Year Â Nominee Í&#x17E;Í&#x153;Í?Í&#x153; Â&#x2018;Â&#x17D;Â&#x17D;Â&#x2021;Â&#x2030;Â&#x2021; Â&#x2021;Â&#x2122;Â&#x2022;Â&#x2019;Â&#x192;Â&#x2019;Â&#x2021;Â&#x201D; Â&#x2020;Â&#x2DC;Â&#x2021;Â&#x201D;Â&#x2013;Â&#x2039;Â&#x2022;Â&#x2039;Â?Â&#x2030; Â&#x2013;Â&#x192;ĆĄ Â&#x2018;Â&#x2C6; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2021;Â&#x192;Â&#x201D; Manager Â of Â the Â Semester, Â Spring Â 2011 New Â Business Â Salesperson Â of Â the Â Semester, Â Fall Â 2011 Digital Â Salesperson Â of Â the Â Semester, Â Fall Â 2010 Account Â Executive Â of Â the Â Semester, Â Spring Â 2010 Valedictorian, Â Lawrence Â Free Â State Â High Â School Â 2007 Â

APPENDIX - 2 J O B D E S C R I P T I O N - Z O N E M A NAG E R ͜͞͝͝ǡ ͜͠ Ǥ ǡ ǡ ǡ Ƥ Ǥ ǡ ͜͝͡ Ǥ Ǥ ǡ ǡ Ǧ ơ Ǥ ǡ ͟͜Ǧ͜͡ Ǥ investment and set realistic return on investment goals. I must also be a constant student of both selling and advertising.

ǡ ǡ ǡ knowledge base in my profession. I managed my time and account activity through consistent call tracking and organized note taking. Once I had received ǡ Ǥ ǡ ǯ ǡ Ǥ ǡ ǡ ǡ ǡ ǡ Ǥ ǡ Ǥ Ǧ brainstorming on a daily basis to perfect current ads and ad campaigns.

Ǧ Ǧ Ǧ ǡ ǡ Ǥ ǡ ơǡ ǡ Ǧ ǡ ǣ The Little Red Book of Selling ơ How To Master the Art of Sellingǡ Ǥ through social media also proved very useful in my attempt to grow as a salesperson. The second part of my role was to be a resource for those I managed. I took the initiative to share my experience ơǤ Ƥ ǡ Ǥ ǡ ơ Ǥ incorporating sales exercises into zone meetings I was able to teach new salespeople techniques while mastering them myself. I committed myself to providing my zone members with research and resources to foster their own professional growth.

ǡ Ǧ Ǧ Ǥ ǯ for the month to keep them organized and focused. We brainstormed opportunities with each other’s clients and talked about what product is right for each client.

ǯ Ǧ ǡ ͟Ǥͣ ǡ Ǥ

APPENDIX - 3 E F F E C T I V E A D C A M PA I G N S - T h e R e s e rv e 1 B r a n d i n g - RO P

The Reserve is a business I acquired in Spring 2011. I worked with the Lori

Monroe and my designer to create an re-‐branding campaign to revamp the Reserve’s former image. The background image and photos were taken at the property. We utilized surveys taken by Kansan Marketing Specialists to determine top amenities students desire. We also used a text code to provide students with an easy way to follow up for leasing information -‐ and giving us a useful tracking tool. 4

Special Section basketball rewind

To take advantage of KU’s popular basketball

B r a n d i n g / Ta rg e t i n g J ay p l ay To promote the Reserve’s new and

ǡ to incorporate basketball themes and

Ƥ ơ Ǥ

students and females inside the weekly ǡ ǡ page ads. 3

Ta rg e t i n g a pa rt m e n t g u i d e s

the Reserve stand out to readers.

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Apartment Homes for Students

$2 INMILLION UPGRADES -Hard Wood Floors -Leather Furniture -Cabinets -Exterior Paint -Parking Lot -FREE Wi-Fi 785-842-0032 reserveonwest31st.com

Text ‘reserveKU’ to 47464 for leasing info

for the client. We used QR codes to track and lead readers to the Reserve’s new facebook page. The client was so ǡ ͊͡ǡ͜͜͜ ͜͞͝͝Ǥ

APPENDIX - 4 E F F E C T I V E A D C A M PA I G N S - A pa rt m e n t F e s t 1 planning

I worked with the Apartment Association of Lawrence to plan and oversee a ͝͡ vendors. Coordinating the event wasn’t easy -‐ the process included constant ƥ ǡ ǡ ͝͡ Ǥ 2 C r e at i n g r e v e n u e o p p o rt u n i t i e s

We developed a tier system to give advertisers incentive to sign longer campaigns and take advantage of our added value guerilla marketing. 3 Awa r e n e s s / B r a n d i n g

ǯ ǡ campaign that gave reader’s a glimpse of the properties at the housing fair and used a gift card giveaway to add incentive to attend. Ad sizes varied to allow us to feature more businesses and attract more attention.

Ta rg e t i n g - a pa rt m e n t g u i d e s

A full page ad in Apartment

students Ƥ looking for housing options.

The ͊͜͝ǡͣ͟͟Ǥͥ͜ Ǥ ͜͜͝ Ƥ Ǥ

APPENDIX - 5 E f f e c t i v e a d C a m pa i g n s - T h e g r a n a da 1

C O M M U N I T Y Pa rt n e r s h i p

ơ ǯ ǡ Ǥ ǡ ǡ ơǦ into the student night life scene. I expanded upon the relationship ǡ ǡ 2 C o n s i s t e n t e v e n t p ro m ot i o n

͝͠͠τ ͊ͤ͝͝͡Ǥͣ͜ ͜͜͞͝ ͜͞͝͝Ǥ

ǡ ơ ǡ ͞Ǧ ƪ Ǥ ȋ Ȍ Ǧ ǡ ơ ǡ ǡ Ǥ ǡ ǲ ǳǡ ǯ Ǥ ǡ Ǥ K a n s a n / g r a n a da c o l l a b o r at i o n s J a n u a ry 2 0 1 1 K a n s a n P r e s e n t s ; Y i n g Ya n g t w i n s

f e b u a ry 2 0 1 1 Kansan Presents: f a t t u e s d ay

APPENDIX - 6 E f f e c t i v e a d C a m pa i g n s - T h e g r a n a da , c o n â&#x20AC;&#x2122; t 2 events, conâ&#x20AC;&#x2122;t m ay 2 0 1 1 c i n c o d e m ay o / b l a c k o u t * b l ac ko u t i s a m o n t h ly â&#x20AC;&#x153; b l ac k l i g h t â&#x20AC;? pa rt y h o s t e d b y t h e g r a n a da

Marketing & Social media

Â&#x2018;Â&#x201D; Â&#x192; ĆŞÂ&#x192;Â&#x2013; Â&#x2C6;Â&#x2021;Â&#x2021; Â&#x2018;Â&#x201D; Â?Â&#x2039;Â?Â&#x2039;Â?Â&#x2014;Â? Â&#x2039;Â?Â&#x2DC;Â&#x2021;Â&#x2022;Â&#x2013;Â?Â&#x2021;Â?Â&#x2013; Â&#x2019;Â&#x2021;Â&#x201D; Â&#x2021;Â&#x2DC;Â&#x2021;Â?Â&#x2013;ÇĄ clients Â could Â also Â take Â advantage Â of Â Kansan Â social Â Â?Â&#x2021;Â&#x2020;Â&#x2039;Â&#x192; Â?Â&#x2021;Â?Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022; Â&#x192;Â?Â&#x2020; Â&#x2030;Â&#x2014;Â&#x2021;Â&#x201D;Â&#x2039;Â&#x17D;Â&#x17D;Â&#x192; Â?Â&#x192;Â&#x201D;Â?Â&#x2021;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x2021;ĆĄÂ&#x2018;Â&#x201D;Â&#x2013;Â&#x2022;Ç¤ Â&#x2021; Â&#x192;Â?Â?Â&#x2018;Â&#x2014;Â?Â&#x2026;Â&#x2021;Â&#x2020; Â&#x2021;Â&#x2DC;Â&#x2021;Â?Â&#x2013;Â&#x2022;ÇĄ Â&#x160;Â&#x2018;Â&#x2022;Â&#x2013;Â&#x2021;Â&#x2020; Â&#x2039;Â?Â&#x2013;Â&#x2021;Â&#x201D;Â&#x192;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x2013;Â&#x2039;Â&#x2026;Â?Â&#x2021;Â&#x2013; giveaways Â and Â communicated Â with Â students Â through Â social Â media. Â We Â also Â created Â Facebook Â groups Â to Â send Â out Â invites Â and Â create Â awareness. Â Â&#x2021; Â&#x2026;Â&#x2018;Â?Â&#x2022;Â&#x2039;Â&#x2022;Â&#x2013;Â&#x2021;Â?Â&#x2013;Â&#x17D;Â&#x203A; Â&#x17D;Â&#x2039;Â?Â?Â&#x2021;Â&#x2020; Â&#x2018;Â&#x2014;Â&#x201D; Â&#x2018;Â&#x2122;Â? Ěż Â&#x17D;Â&#x192;Â&#x203A; Â&#x201E;Â&#x201D;Â&#x192;Â?Â&#x2020; into Â the Â conversation Â with Â the Â goal Â of Â increasing Â Â&#x201E;Â&#x2018;Â&#x2013;Â&#x160; Â&#x2013;Â&#x160;Â&#x2021; Â&#x201D;Â&#x192;Â?Â&#x192;Â&#x2020;Â&#x192;ÇŻÂ&#x2022; Â&#x2C6;Â&#x2018;Â&#x17D;Â&#x17D;Â&#x2018;Â&#x2122;Â&#x2039;Â?Â&#x2030; Â&#x192;Â?Â&#x2020; Â&#x2018;Â&#x2014;Â&#x201D; Â&#x2018;Â&#x2122;Â?Ç¤

APPENDIX - 7 E f f e c t i v e a d C a m pa i g n s - S c h o o l o f J o u r n a l i s m

Â&#x2122;Â&#x2018;Â&#x201D;Â?Â&#x2021;Â&#x2020; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2018;Â&#x2021; Â&#x192;Â&#x201D;Â&#x2DC;Â&#x2021;Â&#x203A;ÇĄ Â&#x2039;Â&#x2030;Â&#x2039;Â&#x2013;Â&#x192;Â&#x17D;Ď&#x2020; Â?Â&#x2013;Â&#x2021;Â&#x201D;Â&#x192;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x192;Â?Â&#x192;Â&#x2030;Â&#x2021;Â&#x201D; Â&#x192;Â&#x2013; Â&#x160;Â&#x2021; Â&#x192;Â?Â&#x2022;Â&#x192;Â?ÇĄ Â&#x2013;Â&#x2018; generate Â a Â social Â media Â and Â advertising Â proposal Â for Â The Â William Â Allen Â Â&#x160;Â&#x2039;Â&#x2013;Â&#x2021; Â&#x2026;Â&#x160;Â&#x2018;Â&#x2018;Â&#x17D; Â&#x2018;Â&#x2C6; Â&#x2018;Â&#x2014;Â&#x201D;Â?Â&#x192;Â&#x17D;Â&#x2039;Â&#x2022;Â? Â&#x192;Â?Â&#x2020; Â&#x192;Â&#x2022;Â&#x2022; Â&#x2018;Â?Â?Â&#x2014;Â?Â&#x2039;Â&#x2026;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022;Ç¤ Â&#x2C6;Â&#x2013;Â&#x2021;Â&#x201D; Â&#x2122;Â&#x2018;Â&#x201D;Â?Â&#x2039;Â?Â&#x2030; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2013;Â&#x160;Â&#x2021; ÇŚ Â&#x2026;Â&#x160;Â&#x2018;Â&#x2018;Â&#x17D; Â&#x2022;Â&#x2039;Â?Â&#x2026;Â&#x2021; Â&#x2022;Â&#x2013;Â&#x192;Â&#x201D;Â&#x2013;Â&#x2021;Â&#x2020; Â&#x2039;Â? Â&#x192;Â?Â&#x2014;Â&#x192;Â&#x201D;Â&#x203A; Í&#x17E;Í&#x153;Í?Í&#x153;ÇĄ Â&#x2122;Â&#x192;Â&#x2022; Â&#x2026;Â&#x2018;Â?Â?Â&#x2039;Â&#x2013;Â&#x2013;Â&#x2021;Â&#x2020; Â&#x2013;Â&#x2018; Ć¤Â?Â&#x2020;Â&#x2039;Â?Â&#x2030; Â&#x192;Â? Â&#x2026;Â&#x2018;Â&#x2022;Â&#x2013;ÇŚÂ&#x2021;ĆĄÂ&#x2021;Â&#x2026;Â&#x2013;Â&#x2039;Â&#x2DC;Â&#x2021; Â&#x2022;Â&#x2018;Â&#x17D;Â&#x2014;Â&#x2013;Â&#x2039;Â&#x2018;Â? Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2013;Â&#x160;Â&#x2021; Â&#x2026;Â&#x17D;Â&#x2039;Â&#x2021;Â?Â&#x2013; Â&#x2013;Â&#x2018; Â&#x2026;Â&#x201D;Â&#x2021;Â&#x192;Â&#x2013;Â&#x2021; Â&#x192; Â&#x17D;Â&#x192;Â&#x2022;Â&#x2013;Â&#x2039;Â?Â&#x2030; Â&#x201D;Â&#x2021;Â&#x17D;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Â&#x2022;Â&#x160;Â&#x2039;Â&#x2019;Ç¤ Â&#x2122;Â&#x2018;Â&#x201D;Â?Â&#x2021;Â&#x2020; Â&#x2013;Â&#x2018; Â&#x2030;Â&#x2021;Â&#x2013; Â&#x2039;Â? Â&#x2C6;Â&#x201D;Â&#x2018;Â?Â&#x2013; Â&#x2018;Â&#x2C6; Â&#x2020;Â&#x2021;Â&#x2026;Â&#x2039;Â&#x2022;Â&#x2039;Â&#x2018;Â? Â?Â&#x192;Â?Â&#x2021;Â&#x201D;ÇĄ Â&#x2021;Â&#x192;Â? Â&#x201D;Â&#x2039;Â&#x17D;Â&#x17D;ÇĄ Â&#x2013;Â&#x2018; Â?Â&#x192;Â?Â&#x2021; Â&#x2013;Â&#x160;Â&#x2021; ÇŚ Â&#x2026;Â&#x160;Â&#x2018;Â&#x2018;Â&#x17D; Â&#x160;Â&#x2021; Â&#x192;Â?Â&#x2022;Â&#x192;Â?ÇŻÂ&#x2022; Ć¤Â&#x201D;Â&#x2022;Â&#x2013; Â&#x192;Â?Â&#x2020; Â?Â&#x2021;Â&#x203A;Â&#x2022;Â&#x2013;Â&#x2018;Â?Â&#x2021; Â&#x2022;Â&#x2018;Â&#x2026;Â&#x2039;Â&#x192;Â&#x17D; Â?Â&#x2021;Â&#x2020;Â&#x2039;Â&#x192; Â&#x2026;Â&#x17D;Â&#x2039;Â&#x2021;Â?Â&#x2013;Ç¤ Â&#x2018;Â&#x2021; Â&#x2122;Â&#x192;Â&#x2022; Â&#x201D;Â&#x2021;Â&#x2022;Â&#x2019;Â&#x2018;Â?Â&#x2022;Â&#x2039;Â&#x201E;Â&#x17D;Â&#x2021; Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x192;Â&#x17D;Â&#x17D; Â&#x2026;Â&#x2018;Â?Â&#x2013;Â&#x2021;Â?Â&#x2013; Â&#x2030;Â&#x2021;Â?Â&#x2021;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2039;Â&#x2018;Â?Ç¤ Â&#x160;Â&#x2021; ÇŚ Â&#x2026;Â&#x160;Â&#x2018;Â&#x2018;Â&#x17D; Â&#x2122;Â&#x192;Â&#x2022; Â&#x2013;Â&#x160;Â&#x2021;Â? Â&#x192;Â&#x201E;Â&#x17D;Â&#x2021; Â&#x2013;Â&#x2018; Â&#x2026;Â&#x2018;Â&#x17D;Â&#x17D;Â&#x192;Â&#x201E;Â&#x2018;Â&#x201D;Â&#x192;Â&#x2013;Â&#x2021; Â&#x2122;Â&#x2039;Â&#x2013;Â&#x160; Â&#x2018;Â&#x2013;Â&#x160;Â&#x2021;Â&#x201D; Â&#x2026;Â&#x192;Â&#x201D;Â&#x2021;Â&#x2021;Â&#x201D; Â&#x2020;Â&#x2021;Â&#x2DC;Â&#x17D;Â&#x2018;Â&#x2019;Â?Â&#x2021;Â?Â&#x2013; Â&#x2018;ĆĽÂ&#x2026;Â&#x2021;Â&#x2022; Â&#x192;Â?Â&#x2020; Â&#x201D;Â&#x2014;Â? Â&#x192; campaign Â for Â the Â upcoming Â career Â fair Â Ç¤ Â&#x2039;Â?Â&#x2026;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2021;Â?ÇĄ Â&#x2013;Â&#x160;Â&#x2021; ÇŚ Â&#x2026;Â&#x160;Â&#x2018;Â&#x2018;Â&#x17D; Â&#x192;Â&#x2022; Â&#x2022;Â&#x2021;Â&#x2021;Â? a Â tremendous Â increase Â and Â followers Â and Â even Â had Â national Â attention Â Â&#x2C6;Â&#x2018;Â&#x201D; Â&#x2039;Â&#x2013;ÇŻÂ&#x2022; Â&#x2022;Â&#x2018;Â&#x2026;Â&#x2039;Â&#x192;Â&#x17D; Â?Â&#x2021;Â&#x2020;Â&#x2039;Â&#x192; Â&#x2013;Â&#x2014;Â&#x201D;Â?ÇŚÂ&#x192;Â&#x201D;Â&#x2018;Â&#x2014;Â?Â&#x2020;Ç¤ Â&#x160;Â&#x2021; ÇŚ Â&#x2026;Â&#x160;Â&#x2018;Â&#x2018;Â&#x17D; Â&#x2122;Â&#x192;Â&#x2022; Â&#x2021;Â&#x2DC;Â&#x2021;Â? Â&#x192;Â&#x201E;Â&#x17D;Â&#x2021; Â&#x2013;Â&#x2018; Â&#x2039;Â?Â&#x2026;Â&#x201D;Â&#x2021;Â&#x192;Â&#x2022;Â&#x2021; Â&#x2013;Â&#x160;Â&#x2021;Â&#x2039;Â&#x201D; Â&#x2019;Â&#x201D;Â&#x2039;Â?Â&#x2013; Â&#x201E;Â&#x2014;Â&#x2020;Â&#x2030;Â&#x2021;Â&#x2013; Â&#x201E;Â&#x203A; Í?ÍĄÍ¤Ď&#x201E; Â&#x2C6;Â&#x201D;Â&#x2018;Â? Í&#x17E;Í&#x153;Í?Í&#x153; Â&#x2013;Â&#x2018; Í&#x17E;Í&#x153;Í?Í?Ç¤. Â

E f f e c t i v e a d C a m pa i g n s - K e d â&#x20AC;&#x2122; s In another example of my collaboration with another member of Kansan

Digital to help promote new business. Mr. Youth, a marketing agency responsible for many of Keds Shoesâ&#x20AC;&#x2122; campaigns, had a goal of creating buzz about an on-campus shoe release on a small budget. We broke the budget into small awareness ads with a larger ad the week of the event. The client also utitlized kansan.com display ads, ensuring a mult-media reach.

APPENDIX - 9 S a l e s m a n ag e m e n t / s ta f f d e v e lo p m e n t As Zone Manager and Summer Ad Director, I was a part of weekly manager meetings to discuss new business and product

initiatives, contracts and sales goals. Because of my knack for new business development, I wanted to come up with an incentive for my summer staff to tackle new business head on. In the first phase, members of the marketing team composed a spreadsheet of every business in Lawrence and surrounding areas who was not currently running with the Kansan. Each business was then assigned a ranking, similar to recruits in basketball, of one to four stars. Then, in the second stage, account executives could claim up to ten businesses at a time to prospect and close. Once they closed a business, they “earned” those stars and were allowed to claim another new business. If after two weeks they still hadn’t made the close, the business was up for grabs to the rest of staff again. By creating a fun and competitive atmosphere,the staff as a whole brought in a total of 28 businesses throughout the course of the summer generating $6,923.75, and helped our Back-toSchool issue generate $4,281.51 in new business revenue. Start of summer...

Pickin’ up steam...

Visual reminders and a creative at-‐

2 months = 28 New Business Sales

mosphere helped spur motivation and teamwork

Shared knowledge -‐ daily emails containing tips on sales, cold calling, attitude and motivation

APPENDIX - 10 Sales numbers

G row t h a n d N e w bu s i n e s s