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.
Programme
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