Day 1

This Zimmer Sales and Marketing Training will give you an understanding of Zimmer’s stations and digital properties, Radio in general, Marketing Principles, Branding, and the 9 Steps to successful selling.

You will advance in your training once you’ve demonstrated an understanding of the topics covered each day.

Please take thorough notes and ask questions as you go.

At Zimmer, we believe in learning by doing. If you have questions, Ask! We are here to help you learn and succeed. You will be given feedback, coaching, and questions on your presentations each day.

Read through the following day and come up with plan to accomplish everything listed.

Download Day 1: You will need these resources to complete this day:

• Action vs. Awareness Campaign

• UTOPIA

• 21 52 Blog

• 21 52 Web Page

• Zimmer Marketing Radio Station Profiles

• Recruitment Campaigns

• Radio Sponsorships

• Zimmer Cluster Media Kits (Google Drive->Sales Drive->Media Kits, Stats, Logs-> Media Kits)

• Radio Endorsements Page

• Live Broadcast Page

1. Tour, Paperwork, and Desk Set Up

• Coordinate with your Director of Sales for a tour around the building. Familiarize yourself with supplies, facilities, printer, etc.

• Complete all new hire forms: insurance, w-4, HR, etc.

• Set up your office computer, phone, voicemail, and e-mail

2. Make sure you have access to the following items:

Software:

• vCreative

• Wide Orbit

• Second Street

• Efficio

• HubSpot

• Google Drive Sales Folder

• Local Broadcast Sales

• Nielsen

Also, make sure you have your copy of the Sales Playbook binder.

3. Talk with your Director of Sales and arrange to go on at least 2 appointments with sellers this week.

Communicate with the seller and enter these appointments into your calendar.

4. Familiarize yourself with our stations. Take notes and learn the following:

• The 6 radio stations.

  • Each format

  • Their brands

  • The personalities

  • Know the target listener

  • Know the reach

  • Know the signal strength

5.  Learn about different radio campaigns:

• Action | Utopia + Big D

• Awareness (Branding) | 21 52 Plans

• Programming Sponsorships

• Cause Marketing Sponsorships

• Recruitment Campaigns

• Endorsements

• Live Broadcast

By tomorrow morning, you should have a base level of knowledge of these offerings. You will give at least a 15 minute presentation to your Director of Sales tomorrow morning. Make sure you cover:

• The radio stations

• Their typical listeners

• The radio stations’ brands

• Different kind of campaigns: Action, Awareness, Sponsorships, etc.

At Zimmer, we believe in learning by doing. If you have questions, Ask! We are here to help you learn and succeed. You will be given feedback, coaching, and questions on your presentation.

Homework: Begin Reading BrandsFormation. You should have this completed by the end of the week.