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The University of Hawai‘i at Manoa Student Newspaper | Since 1922 Appendix
A. Letters of Recommendation……………………………………...........…………...………..... 2-3 Letter From Client- Sodexo……………………..........……………………………..... 2 Letter From Advisor.……………………………......………………………………… 3 B.
Selling Philosophy………………………………….....……………………………………….. 4
C. ..
Job Description………………………………………...……………………………………..... 5
D.
Sales Record……………………………..……………………………………………………… 5
E. Supporting Materials…………….......…………………………………………………………. 6-7 Resume………………………………………………………………………………..…. 6 Sodexo………………………...…………………………………………………………. 7
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The University of Hawai‘i at Manoa Student Newspaper | Since 1922 Appendix A Letter of Recommendation: Client
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The University of Hawai‘i at Manoa Student Newspaper | Since 1922 Appendix A Letter of Recommendation: Advisor
To Whom It May Concern: It is with great pleasure that I write a letter of recommendation for Gabby for the sales representative of the year. In the three years that I have been Gabby’s advisor she has matured and developed so much, that it is great to see her succeed in her role as an advertising representative and a student ad manager. Gabby came to Ka Leo in the fall of 2011 as an graphic designer, and she remained in that role until May of the spring semester 2012, although she was a very talented designer and good at her job, she came to me expressing interest in becoming an advertising account executive for Ka Leo. Honestly, I did not think that she would have been able to cut it as a sales rep, she was very soft spoken and did not exuberate confidence in the manner that you see with natural sales personnel. After starting in May of 2012 and working through training, she showed immense dedication to the job, not like I have seen out of many other students that have worked at Ka Leo. She was always willing to stay late and work harder at something that was not going right for her or figure out a way to make her goals. She was given a territory that was not very developed and was typically a tough sell, and at first it seemed like it might have been too much for her, but she was persistent on improving and succeeding in her role. She takes criticism very well, and tries to learn from what others tell her, then she incorporates that into what she does on a daily basis. So she slowly got better and better, and eventually had managed to turn her territory around with creative solutions for clients and persistent calling and meeting with difficult clients. This was extremely exciting to see and something that I think still surprises me today. So, by May of 2013 she was one of the best sales reps we had, consistent with her client servicing and ensuring that everything was set up correctly. She had confidence in making her calls or going on meetings, she was firm with clients that needed to have a firm hand, and understanding with clients that needed more time and help. She truly turned into an amazing advertising representative and I am glad that she will be with us for another year, since her contribution to the staff is critical, and we appreciate everything that she does. She is the hardest working student that I have ever had work for me, and the most persistent in terms of never giving up, I am sure that she could have thrown in the towel, but that is not Gabby’s style, she is not a quitter and I think that alone gives her an edge on any other ad rep in the nation. Gabby has taken over the campus territory this year and has had an astounding record of customer service and meeting goals. Gabby has opened my eyes to what it means to be a true service ad rep and really put the needs of her clients first, while maintaining health relationships with the departments that are the lifeblood of our organization. I whole-heartedly recommend her for the ad rep of the year and feel that Gabby is the most deserving of the award in my opinion. She is the first ad rep that we have had apply and I think that also shows her tenacity to be the best and hope that you see that too. Sincerely, Robert W. Reilly Advertising Manager Ka Leo O Hawaii 808-956-3210 advertising@kaleo.org
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The University of Hawai‘i at Manoa Student Newspaper | Since 1922 Appendix B Sales Philosophy
The key to successfully make a sale is to sell the concept. The concept can be anything, as long as you’re providing a solution, or suggesting an idea. Let’s say I meet with Jerry, the marketing rep of a nightclub. It is important to do a customer needs analysis (CNA) to understand what the nightclub does for events and promotions. The kinds of questions I’ll ask Jerry are, “What is your business about?” “What are your current marketing endeavors?” “What are your current promotions/events?” Once I have my CNA, I’ll brief Jerry about Ka Leo’s multimedia products and services, and suggest along the way which advertising options could work to fulfill their needs. One thing we do is a nightlife guide called Aloha Nights, which talks about nightlife venues so it makes sense. After getting Jerry’s interest peaked, I will set up a follow up meeting where I’ll bring a proposal with a concept that’ll help the nightclub market their promotions and events to our audience. Whatever the concept may be, as long as I keep talking about how the business will benefit, my new client will want to work with me. In addition to selling advertising, one thing that I always tell myself and other ad reps, is to not focus on sales goals. Sure we need to make revenue for our papers to pay for the expenses, but if money is the top priority, you’ll never be successful. What should be top priority is to make your clients happy. Not by giving them what they think they want, but giving them what will help their business. Coming up with new ideas for ad designs, or campaigns will show clients that you’re trying to help them. With that in mind, you’re on your way to building a great relationship. So with all that said, the concept is the key to selling, as long as the client knows that they are getting a return.
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The University of Hawai‘i at Manoa Student Newspaper | Since 1922 Appendix C Job Description
As a sales rep at Ka Leo, my objective is the raise revenue for our publication. In addition to the position, I help businesses reach out to the UH community with the products and services such as print, online, outdoor, mobile, and events. To help a client advertise to our audience, it is important to understand what their goals are and how they should reach out to UH. Another part of the job is to be responsible for the clients’ campaign. If ads don’t run how they are supposed to, the sales rep is supposed to
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The University of Hawai‘i at Manoa Student Newspaper | Since 1922 Appendix E Supporting Materials: Ad Work
As my relationship with Sodexo grew, I started to collaborate on some of their ads. Sodexo on campus is known as Manoa Dining Services. They own and maintain the food services and facilities on campus and at the dorms. One vendor they have is called Simply To Go, which was a little convenient store that sold pastries, salads, snacks, coffee, and other refreshments. One thing that Simply To Go specializes in is andagi. Andagi is a Japanese donut that is fried to a crispy snack with a warm soft doughy inside. Everyday, they’ll have a different flavor and sell them at 50 cents each. To help them get the UH community aware about this delicious treat, I came up with a concept to feature the andagi and its flavors. After a while, Simply To Go would have a long line. By the time I get to the register, they would be sold out in andagi and their other treats. By the time I get to the register, they would be sold out in andagi and their other treats. The ad on the right is a promotion for an event that Sodexo was hosting for students living at the dorms. The event theme was Retro Night and took place at the dorm cafeteria, Gateway Café. Because Sodexo liked the Simply To Go ad, they asked us to design this ad for that event.
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The University of Hawai‘i at Manoa Student Newspaper | Since 1922 Appendix E Supporting Materials: Resume
OBJECTIVE:
Competing in the CNBAM 2014 Contest Category: Best Sales Representative.
EDUCATION:
Mililani High School, Honolulu, HI- May ‘11
ACHIEVEMENTS:
• Maintained 3.1 Grade Point Average • Completed Senior Project • President -Aesthetic Society Club (1 year) • Fundraising Chair- UHM Fashion Show Spring ‘13
ACTIVITIES:
• Branch Studios- substitute violin teacher
EXPERIENCE:
• Ka Leo Advertising Graphic Designer Fall 2011-Spring 2012 • Ka Leo Junior Account Executive Summer 2012-Spring 2013
HOBBIES/INTERESTS:
• Violin (10 years) • Fashion Designing/Merchandising • Advertising & Marketing • Graphic Designing
REFERENCES:
Robert Reilly Ka Leo o Hawaii Advertising Manager 808.956.3210 | kaleo.ad.manager@gmail.com Michael Tom Manoa Dining Services Marketing Coordinator 808.956.2190 | Michael.tom@Sodexo.com