Training Exercise #5: Changing a Saved Proposal

Note: Example based on the following parameters You can substitute with information from an actual client or prospect and investment level relative to your station and market. Standard daypart definitions were used for this exercise. If yours differ, use those with the closest time definition.

Create Proposal #2 in Exercise #1 and save it.

Situation: Art’s Stereo liked the second proposal you submitted the best. However, the client wants to substitute 3 spots W-F 3p-7p for similar dollars shown in your proposal. You’re going to take away spots of equivalent dollars and add 3 spots to the schedule.

1. To see how much money you need to drop from the schedule in order to add spots W-F 3p-7p, go to Sales, Forecast Data, Flighted Weeks. Select the Flight button at the lower right and the calendar will pop up. Clear all selected weeks and click the weeks you need on the calendar. Click OK. If your manager does not have a predefined daypart combination of W-F 3p-7p in the left hand column to provide the rate, highlight M-F 3p-7p. Click on the Custom button below the column. Click off the highlight for Monday and Tuesday, leaving you with W-F 3p-7p only highlighted. At the bottom of the now grey column on the left, note the new average rate. That rate, times 3 spots, is the amount of money you’ll need to delete from the existing schedule. Close the Forecast window.
2. Click on Sales, New Proposal. Click on Proposal List tab. Highlight the proposal you want to change. Click on Grid View tab. Click on Collected Flights tab, (below the grid). Click on line of information containing desired flight. This will bring the saved Schedule back up on the grid.
3. To delete spots or lower the spot count in a cell, double click on that cell and enter the new spot count. If you want none, type “0”. Click OK. Click on the Summary tab and watch the changes in Total investment and Investment per week. When you’ve deleted enough ads so that you have the dollars needed to add 3 spots W-F 3p-7p, click the Apply button. Doing this applies the changes to your original schedule. Now you’re ready to add the afternoon drive spots.
4. Click on the Flight Selections tab in the middle of your screen. Highlight the appropriate rate class at the bottom left. Note that the weeks are already selected, as they were held from your previous work. Highlight W-F 3p-7p. Select Spots per flighted week at the lower left. Click in the box to the right and type 3. Click on Apply to add these spots to your previous schedule.
5. Your combined schedule can now be seen under the Proposal Details tab. You probably need to change the close probability. Click on Set Probabilty and select the top level Probability of Close Code. Click OK. Click the lower right Save button to save the entire schedule with all changes made.
6. Now you’re ready to print the proposal in the Proposal Details view. Click on the Proposal Details tab. Click Print button.

   Important Note: If asked to update printer settings, click OK. When Print Setup menu comes up, click Landscape orientation, and then click OK. Notice that you can choose to add ratings information in the notes field, but you cannot select which type of ratings information.