{"product_id":"3329316","title":"On-Demand: Fundamentals of Publishing Sales","description":"\u003cp\u003eTutor:\u003cstrong\u003e Alison Hope, Regional Manager for Northern Europe at Karger\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eFrancesca Brazzorotto, Customer Engagement Manager at Karger\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eDesigned for those in publishing sales and in particular those selling to libraries. Learn what makes a successful sales strategy and campaign, how to use data to your advantage and how to build a professional presence.\u003c\/p\u003e\n\u003cp\u003eThis On-Demand course consists of four modules:\u003cspan style=\"font-size: 0.875rem;\"\u003e\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eHow the Library Market Really Works\u003c\/li\u003e\n\u003cli\u003eEvidence-based Sales - Using Data to Lead Relevant Conversations\u003c\/li\u003e\n\u003cli\u003eProspecting and Relationship Building in Academic Publishing\u003c\/li\u003e\n\u003cli\u003eProfessional Presence - Business Travel and Conferences\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eEach module is designed to take approximately one hour, and can be completed in your own time and at a pace that suits you.\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003ciframe src=\"https:\/\/share.descript.com\/embed\/MW3Q28d1M6s\" width=\"640\" height=\"360\"\u003e\u003c\/iframe\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eLearning Outcomes\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eBy the end of this course, you will be able to:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eBuild a foundational understanding of how libraries and library consortia operate\u003c\/li\u003e\n\u003cli\u003eCreate a data-driven sales plan that you can be confident in excecuting\u003c\/li\u003e\n\u003cli\u003eDevelop relationship-based selling skills suited to the library environment\u003c\/li\u003e\n\u003cli\u003eStep up your engagement from e-mail to in-person and reap the benefits\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003ch2 class=\"x_elementToProof\"\u003e\u003cb data-olk-copy-source=\"MessageBody\"\u003eTutor Biography\u003c\/b\u003e\u003c\/h2\u003e\n\u003cp\u003eFrancesca Brazzorotto is a publishing, sales, and customer engagement specialist with 15+ years’ experience across scholarly communications, institutional sales, researcher engagement, and outreach. Having held roles at Karger Publishers, IOP Publishing, and Springer Nature, she brings a practical, commercially focused perspective on relationship-building, customer engagement, and value-driven communication in academic publishing.\u003c\/p\u003e\n\u003cp\u003eAlison Hope is a seasoned sales professional, with almost 25 years’ experience in selling to libraries. She has a consistent track record of building sustainable commercial relationships, and successfully negotiating national licenses and consortia agreements, as well as working with diverse OA models and has worked for publishers including Karger, Emerald and BMJ.  Over the years, she has visited several hundred libraries, from Helsinki to Honolulu!\u003c\/p\u003e","brand":"ALPSP","offers":[{"title":"Non-Member","offer_id":56571839578456,"sku":"On-Demand  FPS-Non-Member","price":399.0,"currency_code":"GBP","in_stock":true},{"title":"ALPSP Member","offer_id":57248400310616,"sku":"On-Demand FPS-Member","price":199.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0904\/5596\/6040\/files\/On-DemandTraining_1.png?v=1768299776","url":"https:\/\/shop.alpsp.org\/products\/3329316","provider":"ALPSP Storefront","version":"1.0","type":"link"}