The Ol' College Try
How to ace sales in the college and high school markets
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Sean Norris
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Colleges
One of the big benefits of the colleges and universities market is the sheer number of smaller markets contained within it. You're not just selling to the school—you're selling to all of its departments, clubs, events, functions and more. Steve Woodburn, MAS, relationship manager, strategic accounts for Norcross, Georgia-based distributor Pinnacle Promotions, explained. "Typically there are multiple groups within the university market I sell into," he said. "There is development, which is the people raising funds for the school, usually through alumni and corporate donations. There are alumni groups that work to keep alumni engaged through events and networking groups. There are student activity groups, sports, graduate programs and more.
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Sean Norris
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Sean Norris is editor-in-chief for Promo Marketing. Reach him at snorris@napco.com.
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