Wednesday 28 March 2018

Introduction to Sales Management in Scholarly Publishing: Selling to libraries, academics and institutions

Please contact to find out if this course is running in 2019. It is available as an in-house event to ALPSP members. Please contact for details.


This course will accelerate the learning of sales managers new to scholarly publishing who aim to build a revenue stream and customer-base by focusing on how to formulate and implement sales strategy for institutions, libraries, academics, and consortiums, appropriate to markets both domestic and international.


  • Help critically assess commercial situations in scholarly publishing markets to identify new business opportunities
  • Help make judicious and innovative short- and long-term strategic plans appropriate to fast-moving and complex global markets in collaboration with sales, marketing and editorial teams
  • Help cultivate key business relationships, with institutions, libraries, academic departments, and consortiums
  • Help influence, persuade and negotiate in a variety of different cultural contexts
  • Help manage sales objectives by using effective key performance indicators.

What will you learn?

How to identify and assess the opportunities of markets, develop strategic plans appropriate to different markets to establish corporate presence and grow revenue streams with libraries, institutions and consortiums, work effectively with sales, marketing and editorial teams, build relationships and negotiate with key stakeholders including libraries, academics and consortiums across a range of international scholarly communities, assess sales progress using key performance indicators.

Who should attend (Level 1)

Those new to sales management or with sales management experience in a different sector who are new to scholarly publishing. Those who want to reach libraries, institutions and academics more effectively.


Martin Jack, IPR License

Martin Jack picMartin is Senior Sales Manager for IPR License, the official rights and licensing solution of Frankfurt Book Fair. He has over eight years' experience in international sales in academic publishing with Taylor & Francis, having lived and worked in England, Singapore, China and Japan. Martin has extensive knowledge and experience in selling to libraries, institutions and academics across a range of global contexts, and is now responsible for global revenue-generating activity for IPR License, based in London. 

Manisha Bolina, BioOne/PCG

Manisha Bolina tutor picManisha is the Senior Sales Manager for BioOne and Business Development Manager for Publishers Communications Group (PCG). Manisha has extensive international experience in selling into libraries and managing consortia agreements around the world. Recently, she has been working with publishers and vendors to strategize on global library sales and marketing campaigns as well as business intelligence projects in library, academic and publisher markets.

Early bird rates for members - Book by 28 December 2017 

Members early bird            £372.00 (+VAT where applicable)
Members full price             £413.00 (+ VAT where applicable) 
Non Members full price     £601.00 (+VAT where applicable
Academic rates are available, please contact

Venue: Prince Philip House, 3 Carlton House Terrace, London, SW1Y 5DG T: +44 (0)20 7766 0625 (map) 
This course will commence at 09:30 (registration, with tea/coffee, from 09:00) and end at approximately 17:00.
 Melissa Marshall T: +44 (0)1622 871035 E: 

How to book
Please note that you will need to log in to your account or register a new account to book a place on this training course. If you have any questions about this please email Melissa Marshall or any of the ALPSP team.
Any discounts will be applied at checkout.


Upcoming Dates for this event

  • Wed 28 Mar 2018
  • Wed 28 Mar 2018
  • Prince Philip House, ,