Sales Management

Feb 12, 2019 at 10:00 — 16:30 (GMT)
Organiser: Publishing Scotland

About the Event

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

We will have speakers on:

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

This event is for Publishing Scotland members. It is free to attend but places are limited and must be booked in advance. 




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: TBC

  • Creating and testing metadata as a marketing tool

15.45: Q&A

16:00 to 16.30: Informal Networking


This event is free to members

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