作者档案:奥利维亚君士奈斯

关于奥利维亚君士奈斯

Olivia在哲学中有一定程度的哲学,并开始了她在出版英国销售工作的职业生涯,以出版经销商亚伯拉姆和纪事,她磨练了她的客户服务和账户管理技能。客户和候选人满意度是她的首要任务,她继续在阿特伍德届时建立卓越的声誉。Olivia专门从事伦敦,家庭县和东安格利亚招募销售,营销,宣传和客户服务角色(从毕业生到中管理)。

行业聚光灯:营销和宣传

欢迎来到Atwood Tate的行业聚光灯系列,我们落后于我们每个招聘办公桌的幕后,为您提供与Atwood Tate合作的勺子。本周,奥利维亚回归,重点介绍营销和宣传角色。

marketing strategy image

营销

出版业的营销人员是做什么的?

营销人员负责将出版商的产品或服务促进其目标受众,无论是对个人消费者(B2C)还是其他企业(B2B)。营销可以广泛地分为传统(例如,打印广告,通讯,传单,小册子)和数字(例如社交媒体,电子邮件,网站,付费搜索,SEO)。出版中的大多数营销角色组合了这两个或者是数字集中的,所以建议使您的数字技能保持最新。

Marketers have many different channels and techniques at their disposal and roles will vary depending on the nature of the product or service and target audience. For example, if you are marketing books to teachers you are likely to produce a lot of visually appealing marketing collateral and do a lot of direct mail campaigns. On the other hand, if you are marketing a medical journal to doctors you will likely target them with intellectually stimulating email campaigns.

Do you need a marketing qualification to work in marketing?

绝对不。这是雇主可能会发现所需的东西,但很多人在入场级别的角色开始并从那里积聚。Some people choose a qualification once they’ve built up some experience and decided on an area to specialise in. The Chartered Institute of Marketing (CIM) and Institute of Direct and Digital Marketing (IDM) both provide qualifications which can be studied for alongside a full-time job. Your employer may even cover the cost of the course.

营销工作能带我去哪里?

市场营销是伟大的,因为你发展的技能和知识是非常可转让的,将是如此多的雇主和不同行业的有用。出版业中有大量的市场营销角色。有些人在职业生涯的大部分时间里选择留在一个出版领域,而另一些人则在不同的行业流动,这是可能的,特别是如果你有特定的技能或专业需求很高的话。

As there are so many marketing roles there are lots of opportunities for career progression and chances to move into management positions or very specialised roles.

公告作家采访

宣传/公关

出版界的公关人员是干什么的?

公共专家负责与作者管理关系并处理其代理人。他们的工作是在印刷,广播和在线媒体中获得书籍的新闻报道,因此预计它们将建立强烈的新闻关系。它们还负责与作者组织和参加作者的活动,例如书籍发布和签约,访谈,作者旅游和文学节日的出现。公共专家需要在出版地区的新趋势和发展中获悉,他们经常参加编辑会议,并为新收购提供投资。

Is PR all about parties and schmoozing with authors?

Yes, you might get the chance to work with high-profile and celebrity authors. You may also work with new and debut authors, which can be just as exciting and rewarding. Regardless of author list, there’s a lot of hard work and relationship building which goes into making any campaign successful.

您需要大网络媒体联系吗?

最初不会。在初级职位上,你将协助公关经理进行宣传和一般行政管理。随着时间的推移,你将开始建立一个人际网络。如果你正在研究特定的标题,这可能会变得非常专业。例如,如果你与烹饪作者合作,你将与烹饪杂志和美食博客建立联系。

What skills do you need to succeed in marketing and publicity?

营销和宣传角色密切相关,需要类似的技能。任何想要在其中一个角色取得成功的人都需要卓越的通信和关系建设技能。他们是忙碌的工作,所以优秀的组织技能也是必不可少的。创造力也很重要。一些出版商与小预算合作,因此您必须具有创新和资源的旨在提出新的和创新的想法。及时了解市场的趋势也是关键。

营销者通常需要有强壮的copywriting skills and a good eye for detail. Photoshop and InDesign experience is a plus, especially if working in a collateral heavy role. Software skills are important as there are marketing programs you will be expected to use, such as CRM, email, social media, marketing automation software and analytics tools. There are a wealth of programs which do different things so it’s good if you can pick them up quickly. Video and audio content creation skills are increasingly desired in publishing, especially when working with online products.

如果您正在寻找营销或宣传工作get in touch with Olivia atOlivia@atwoodtate.co.uk

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行业焦点:销售和客户服务

欢迎来到Atwood Tate的行业聚光灯系列,我们落后于我们每个招聘办公桌的幕后,为您提供与Atwood Tate合作的勺子。本周的条目是奥利维亚君士奈斯那who works on Sales, Marketing, Publicity and Customer Service roles in London and East Anglia. She covers all sectors, except B2B.

在这种挑剔的奥利维亚将专注于销售和客户服务角色,并将告诉您更多关于这些工作涉及的信息和所需技能的类型。在以后,她将涵盖营销和宣传职位。

Types of roles

销售量roles in publishing are really diverse. Whether you’re an Account Manager looking after existing customers or a Business Development Manager focused on bringing in new business, your job is to build relationships with customers and persuade them to buy your company’s products or services.

One of the great things about working in sales is that you get to handle the finished product, whether that be a children’s book, a scientific journal or an online learning platform. You also get a real insight into the market and what the customer wants or needs. This knowledge is invaluable for the business as a whole and can be used to influence what is published in the future and how products are marketed to customers.

Some sales roles will include elements of customer service and if you’re selling digital products or software, you may train customers how to use it.

客户服务角色与销售密切相关,涉及与客户后销售后,通常通过电话或电子邮件处理。共同责任包括接听订单或股票与股票相关查询或解决问题和投诉。

销售角色是否涉及大量的冷呼叫?

A common misconception is that sales roles involve endless cold calling. It’s not usually like that in publishing. You might be selling books to bookshops or retailers, or software to universities, libraries and hospitals. Therefore you’ll need to meet customers face to face and adopt a softer and more consultative sales approach.

销售中的付费是多少?

销售量salaries often exceed those of other roles. In addition to your basic annual salary you will likely receive a bonus or commission based on the amount you sell and revenue that you bring in for the company. This might be paid out monthly, quarterly or annually. It is sometimes uncapped so your earning capacity is limitless.

Is there good room for progression?

There is really good room for progression in sales. You could start out in a sales support or administrative role and gradually progress to managing your own accounts and then eventually overseeing a team of sales people.

One of the advantages of sales roles is that the skills you develop are really transferable so you could find yourself working for a variety of publishers and selling to a variety of customers. Skilled sales people will always be in demand.

Whilst there aren’t nearly as many customer service roles out there, there is still good room for progression and you could end up managing a team of Customer Service advisors and overseeing the strategy for the department. Like sales, the skills you develop are very transferable and customer service people often find themselves working for a range of organisations.

Do you get to travel?

销售角色通常涉及一些旅行的元素,但金额在很大程度上取决于作用。你可能会照顾一个特定的领土,这可能像伦敦或整个英国一样大。一些角色可以覆盖大部分欧洲,中东,拉丁美洲或亚洲的地区。国际销售人员可能会发现他们至少旅行了至少50%的时间。如果您喜欢出局,基于领域或国际销售角色会适合您。

另一方面,一些角色是基于办公室的,大多数销售通过电话或通过电子邮件进行,只偶尔会访问所需客户。当您进入更高级职位时,您可能会发现旅行的机会增加。

客户服务的角色通常是基础部办公室t depending on the company you work for, you may take occasional trips to visit colleagues in other offices, which could be in the UK or overseas.

你需要成功的关键技能吗?

To succeed in sales you need excellent communication and presentation skills. You need to be results and target driven with a good head for numbers and a knack for negotiating. You also need to be driven, determined and ambitious.

对于客户服务角色,出色的沟通技巧也与解决和同情客户的问题。

If you’re considering a sales or customer service role in publishing or already work in the industry and are looking for your next opportunity, contact Olivia atolivia@atwoodtate.co.uk.

阿特伍德泰特招聘跨所有级别和所有职能,所以如果您正在寻找一个新的角色在出版请与我们联系在info@atwoodtate.co.uk。We also have a very active temps and freelance desk, so if you are open to short term contracts or are looking to boost your freelance career, you can reach Alison atalisonredfearn@yabo电竞投注atwoodtate.co.uk.

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B2B出版中的销售角色类型

Types of Sales Roles B2B

B2B出版中的销售角色类型

There are many different types of sales roles within publishing. It is worth asking what type of sales role you are applying for, and highlighting which type you’ve done on your CV, when applying for a job.

我们的销售顾问在伦敦办事处,Olivia,汇集了一个关键类型的销售角色的清单,以进一步解释。

The key types are:

  • 代表-销售委托空间(即门票)参加活动和会议
  • 赞助 -销售事件的赞助机会It can also refer to赞助社论conten.t, which is when companies pay to publish an article in your publication as a way of promoting their own brand.
  • Advertising- 销售广告空间。可以是打印(例如打印出版物或杂志)或在线(例如,网站)。它也可以分类(即没有图形,廉价的小消息)或display(these include graphics and colour and might take up half a page or more).
  • 订阅 -销售订阅产品。可以是打印(例如打印出版物或杂志)或数字(例如,在线数据库或服务)。
  • Conference production –this isn’t really classified as media sales. It’s basically a varied mix of sales, marketing, editorial and project management but for entry level conference production roles clients usually want someone with some sales experience, such as delegate sales.

例如,B2B销售角色可能涉及这些类型的销售中的一个或几种。看到委托和赞助销售共同或委托和订阅是很常见的。

一般来说,每种类型的销售角色所需的技能,以及他们与之打交道的客户类型,都是相似的。但最好事先和我们的顾问核实一下这个角色涉及哪些人,以免混淆。

For more information about Sales roles you can view our current vacancies page and select Sales in preferences.

您还可以联系我们info@atwoodtate.co.uk或020 7034 7900.或通过社交媒体:TwitterFacebookLinkedInYouTubeInstagram.

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Writing a Winning Sales CV

Writing a Winning Sales CV

Writing a Winning Sales CV

Creating the perfect CV is one of the most important things for any job seeker. But particularly so for sales people. Where a journalist can submit samples of their writing or a designer a portfolio of work, as a sales person your CV has to do most of the talking.

Having reviewed many CVs in my time in recruitment, I’ve come to identify what makes an effective and well written CV for sales roles. There are many simple bits of information that candidates miss out which may affect their chances of being considered for a job.

所以你没有犯同样的错误,我已经编制了一些关键事情的指导方针来包括!

是否是第二次jobber或经验丰富的销售经理,您应该包括:

  • 销售数据 -在可能的情况下,您应该包括所取得的收入的详细信息,目标符合目标,销售等......总是确保他们诚实,如果在面试中被问及他们,你可以备份它们。
  • Achievements –您应该举例说明您拥有的特定成功,无论是安全,签署新客户端......
  • 产品与客户 -如果您为一个大型组织工作,请指定您在您工作的业务或出版物或您销售的产品类型。它也很有用来了解你卖给你或处理的具体区域。
  • 语言文字–如果您拥有多种语言的专业能力,并且愿意在工作中使用,请告诉我们!它可能正是某个特定客户所需要的。
  • Travel– If you are used to travelling a lot and enjoy it, it’s good to know and if applying for field sales positions, do mention if you have a clean driving licence and car.
  • 线路管理 -如果您提供了管理人员,请说出有多少以及他们是办公室还是基于现场。

Last but not least, being a successful sales person is often very much about your personality so don’t be afraid to let this show on your CV. Also remember that you need strong communication skills and to be well presented and professional so your CV should demonstrate this.

有关CV布局的更多概括建议,您应该yaboLOL电竞访问https://atwoodtatepublishingjobs.co.uk/advice/

如果您有任何疑问,通过社交媒体取得联系:TwitterFacebookLinkedInYouTubeInstagram.

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在出版业处分

Counter Offers

柜台提供

In today’s candidate driven publishing jobs market, good candidates will sometimes be spoilt for choice. We are increasingly seeing counter offers made by companies who are reluctant to lose talented staff to competitors or other sectors. Although it’s a flattering position to be in, making a decision can be very tricky, especially as you’ll usually be given only a short space of time to weigh up your options. Some people do end up making the wrong decision and return to job hunting after a few months, so we want to help you avoid that!

如果你确实发现自己考虑了一个柜台优惠,那么这里有一些事情:

  • 首先申请新工作的原因是什么?您当前的雇主是否不提供您想要的进展?或者公司本身有问题吗?任何问题会及时解决自己还是在几个月内仍然存在?
  • Will this new role offer you increased responsibility and duties which will be more rewarding than what your current employer is offering? Maybe the role works with a more exciting product or offers line management or international travel which you’ve always wanted to do.
  • 柜台提供经常采取薪水的形式,但如果您当前的雇主承诺了您增加了某种责任或津贴,那么您应该质疑这些是否会实现。我们已经看到了他们尚未在您同意留下之前以书面达成的达成符合您的工作的任何更改,以便在您的工作中获得任何更改。
  • If your prospective new employer cannot meet the salary your current employer has counter offered, it’s worth asking about future career progression and when you will be eligible for a salary review and/or bonus. It might be within a few months or after your probation period.
  • 值得询问关于福利。一些电磁脉冲loyers offer very generous benefit packages and the perks they offer can be the equivalent of a few thousand pounds a year.

We hope these tips help. And do remember that one of the advantages of applying for jobs through a recruitment agency such as Atwood Tate is that we act as your representative and can negotiate offers on your behalf. So, if you’ve applied for a job through us and need advice about what to do or have questions you wouldn’t feel comfortable asking a prospective employer yourself, then we’re here to help.

If you have any questions, further tips or experiences you’d like to share with us, contact us viaTwitterFacebookLinkedInInstagram.

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2016年阿尔卑斯富公司会议

商标

三周前的克莱尔和我参加了一年一度的阿尔卑斯富会议,它汇集了来自英国和海外的大量学术和专业的出版专业人员。会议举办了三天(14-16thSeptember) and delegates were treated to a packed schedule of presentations, panel discussions and networking opportunities.

The key discussion points at the conference were:

  • 数字发展带来的混乱,影响到整个出版业,以及企业如何证明自己的品牌和产品的未来。我们应该让技术引领,而不是破坏。
  • 指标和可实现的不断扩展范围。指标如何用于衡量出版物性能以及其他研究输出和活动。研究评估的未来是什么?
  • The evolution of peer review and its relevance today. How can peer review be used effectively in different communities, if at all. How is peer review used outside of scientific publications and what specifics should it address.
  • 数据革命和这种含义。出版商不能仅仅是内容的业务。他们需要创新,成为技术公司,以保持相关性。

在会议的第二天晚上Alpsp奖项were hosted. The Award for Contribution to Scholarly Publishing was given toAlice Meadows那Director of Community Engagement and Support at ORCID. Awards for Innovation were given to卡通摘要作者:Taylor&Francis和Wiley ChemPlanner

alpsp-winners

The ALPSP Winners – Image attributed to ALPSP – http://alpsp.org/ALPSP-Awards

You can download the full会议计划并查看视频素材在http://www.alpsp.org/2016-programme。

Next year’s conference is being hosted in the Netherlands. We’ll see you there!

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#Iinmarketing2016

几周前我去了B2B Marketing Conferencehosted by the Industry Information Network (IIN). It was a day packed full of insights and guidance for B2B publishers and media companies and there were a host of great speakers from the industry who really know their stuff!

发言者讨论的主题包括:
- 社交媒体和内容营销
– Account-Based Marketing (ABM)
– Lead generation approaches
– Email marketing
– Marketing automation

IMG_2449.

还有两个圆桌会议,我参加的第一个圆桌会议是关于营销和销售团队如何更紧密地合作以推动收入增长的讨论。作为一个为这两类职位寻找候选人的招聘人员,听到公司如何在销售和营销人员之间进行互动,以及什么方法有效,什么方法无效,真的很有趣!

第二次圆桌会议是关于B2B电子邮件营销最佳实践的。再次发现B2B出版商和媒体公司在这方面取得了哪些成功,以及我们可以改进营销电子邮件的方法,真是太好了。英国脱欧当然是一个讨论点,很多代表都担心2018年生效的欧盟新数据改革将如何影响他们的可用数据。

图2427

The day finished up with a panel discussion about the challenges facing B2B marketers and how they can be overcome. It seems both large and small companies have similar problems to resolve and a lot of the suggestions for overcoming these and improving marketing strategy can be implemented on a small scale and at a low cost.

ThanksPatrick AngellNaomi Wah.组织一天!

了解有关IIN及其活动的更多信息:www.iineurope.net/

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热门座椅的顾问 - 奥利维亚君士奈斯

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Which literary figure would you be?

如莎士比亚的Antony和Cleopatra所示,我必须是Cleopatra。Cleopatra是强大的,热情,魅力和美丽。虽然她有一个悲惨的结局,但她换了风格,她的眼线笔是点!

如果您可以写现在存在的任何书籍,那将是什么?

The Bible. I would have edited it heavily and removed all the passages that encourage bigotry and discrimination against others. I would also have rewritten the Ten Commandments and given people more fun rules to live by.

如果您有机会从任何书籍/漫画人物中拥有一个超级大国,您会有什么?

我一直认为具有变色纸的力量和转变为任何人或任何人的能力会很酷,因此有点像X-Men或McGonagall在哈利波特的变形法术中的变化。这种力量可以用于善恶......

你现在正在阅读什么书,你怎么看?

我现在正在读第三本书(史诗2664的1918页!)一部奇幻三部曲,包括魔法、龙、蛇、海盗和会说话的船。有各种各样的人物,地点和情节。第一本书设定了场景,并向你介绍了人物和行动真的在第二本书的一半进行,但它是值得等待的,如果你能坚持下去!

True fact: My hair is almost a metre long. It should develop super powers soon…

To find out more about the roles each of our consultants covers, go to the “见团队” page.

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第三届年度和STM发布会议

On Tuesday last week I went to the第三届年度和STM发布会议由Rave Technologies组织并在RSC举行。大约60名代表来自一系列STM,学术和社会出版商,两者都是大小的,我在一天中向客户和候选人谈话。

Most of the presentations were about the future of STM publishing and the need to embrace digital technologies. There was also a focus on the challenges STM publishers are facing and innovative ways we can deal them. There were two panel discussions and lots of opportunities for questions and discussions.

这是一个非常有趣和有用的会议,我肯定会建议明年出席。

The full agenda and some of the presentation slides can be foundhere

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IPG.DMQ – Selling direct to consumers

Last week I attended the IPG’s Digital and Marketing Quarterly (@ipghq#ipgdmq), hosted at the offices of Faber and Faber. The theme of the event was selling direct to consumers and there was a great range of talks from experts in different fields of publishing.

The evening kicked off withGareth Cuddy,首席执行官维萨谁谈到了直接向消费​​者销售的承诺和陷阱以及“社会”或“建议”销售的增加。他通过一个不同的平台列表在线销售书籍,并建议出版商不应该在可能的情况下害怕外包他们的业务。技术初创公司严重依赖外包,对他们来说很好!

This was followed byJames Woolham那MD ofF + W媒体。He talked about how they have built a successful direct to consumer business based on a series of online craft brands and he demonstrated how publishers can build an interactive online community of fans and customers. It is not an expensive process but it does require time and commitment and the revenue gained will be far greater than any risks.

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接下来是詹姆马歇尔(医学博士的高等教育)和凯蒂索恩(营销总监)在麦克米伦。他们深入了解了他们出版的3类高等教育书籍,以及如何最好地将每一类书籍推销给他们想要的消费者。销售给讲师和学生既是一门艺术,也是一门科学,需要B2B和B2C策略的融合。

1.核心可采用教材:一门课程的单一阅读来源。

2. Recommended reading: Optional reading which doesn’t fit a whole module

3.“交易”:扩大了标题,一般在书店出售给贸易消费者

The increase in tuition fees and the closing of campus bookshops has changed the landscape of academic bookselling. One way they have overcome the challenges is by partnering with John Smith & Son and setting up虚拟校园书店在线的。

这个晚上以一场音乐会结束史蒂夫博姆埃尼尔森的研究总监,他谈到了不同形式的图书购买趋势,以及电子书销售因阅读设备拥有量下降而放缓的事实。他还敦促出版商在如何利用自己的数据进行营销方面,要有更多的资源和创造性。

感谢所有发言者对一个非常有趣的夜晚的贡献,充满了有用的提示和事实,即将直接销售给消费者。

The next DMQ is on11月26日

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