At last! A street-smart, fast-paced newspaper advertising program that cuts through the theoretical bull, popular misconceptions, and wishful thinking to tell new, up-and-coming print sellers how to sell advertising to local businesses in the mid-2000's.

It's an entire sales system from A to Z covering how and where to prospect for leads, overcoming common objections, the importance of "need-oriented" selling, the latest advice on how sellers can manage their territory like it's their own business, proven ideas that make (almost) any client buy, and more. Recorded live at the Michigan Press Association's annual conference. CD's come with follow-along workbook.

"My newspaper sellers recently attended 'Advertising Sales Boot Camp' in Milwaukee. It may have been one of the best moves that I have made in the two years that I have been Display Advertising Manager here. " David Sherman, Lakeland Media