Wednesday 23 September 2020

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


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 

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.


Manisha Bolina, Channel Partner Manager - UK and Europe, Yewno Inc

Manisha Bolina tutor picFor the last eight years Manisha was the Senior Sales Manager for the non-profit aggregator BioOne and has extensive international experience working with academic libraries across EMEA and Australasia. Manisha also spent two years consulting with publishers as the  Business Development Manager for Publishers Communications Group (PCG). At the start of 2018 joined Yewno Inc, a silicon valley AI technology company, to introduce the technology and manage the library and publisher relationships in Europe. For the two years Manisha has been part of the UKSG Sub-Committee for Education and was previously part of the SSP Marketing and Communications team. 

Early bird rates for members - Book by 23 June 2020*

Not an ALPSP member?  Want to take advantage of the reduced member rates? Click here to find out how your organization can join ALPSP

Members early bird            £382.00 (+VAT where applicable)
Members full price             £425.00 (+ VAT where applicable) 
Non Members full price     £619.00 (+VAT where applicable
Academic rates are available, please contact

Venue: West One (De Vere), 9-10 Portland Place, London, W1B 1PR, T: +44 (0)20 7034 9700 (map)
This course will commence at 09:30 (registration, with tea/coffee, from 09:00) and end at approximately 17:00.
Contact: 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.

*In order to take advantage of the early bird discount for ALPSP members, you must (i) make a booking by 23 June 2020 and (ii) be an ALPSP member on the date of the event. In the event that you cancel your membership prior to the event, you agree to pay ALPSP the difference between the discounted price and the full price for the event.


Upcoming Dates for this event

  • Wed 23 Sep 2020
  • Wed 23 Sep 2020
  • West One, ,