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09 July 2020

Sales Management

12 February 2019

Date :   Tuesday 12 February 2019
Time:    10am to 4.30pm
Venue: Scott House, 10 South St Andrew Street, Edinburgh EH2 2AZ

Publishing Scotland hosted a sales management day on Tuesday 12 February 2019 at Scott House in Edinburgh.

We had speakers on:

  • best practice in sales management
  • metadata
  • bookselling: making the best out of the publisher-buyer relationship.

This event was for Publishing Scotland members and was well attended with all available places taken up. Presentations and other materials are available in the members login area.



09.30: refreshments

10.00: Welcome from Vikki Reilly, Marketing and Events Manager, Publishing Scotland

10.05: Sophie O' Neill, Managing Director, Inpress Books

  • The creation of a sales strategy: identifying the market, identifying how key accounts service the market, deciding your aims for a book
  • Profit and Loss sheets, deciding print run, price point, ideal release
  • From strategy to tactics

BREAK 11.30 to 11.50

11.50: Sophie O' Neill continues

  • How to present to in-house sales team/repping teams and managing the relationships in-house, external sales teams, key accounts
  • Monitoring progress, dues reports, sales reports, stock management
  • Dealing with the unexpected, under or over performance of title expectations

LUNCH 13.00 to 13.45

13.45: Angie Crawford, Head of Scottish Buying, Waterstones

  • Building relationships with key accounts
  • Best practice on managing key accounts, what booksellers expect
  • Collaboration on promotions

14.45: Donald Greig, Publishing Services/Publishing Consultant

  • Creating a manageable workflow for metadata
  • Best practice in creating effective metadata

15.15: Q&A

15:30 to 16.00: Informal Networking