ALPSP On-Demand

Instructions

Course Workbook

Introduction

1.1 Types of Libraries and Their Missions

1.2 Decision-Making Structures and Stakeholders

1.3 Core Concepts & Reflection

1.4 Library Consortia and Their Role

1.5 Activity: Mapping the Market

1.6 Budget Cycles and Procurement Realities

1.7 Universal Principles for Selling to ​ The Library Market

1.8 Reflection Prompts

Further Reading

End of Module Quiz

2 Introduction

2.1 Why Take an Evidence-Based Approach

2.2 Gap Analysis: Identifying the Addressable Market

2.3 COUNTER Release 5 Overview

2.4 Core Concepts

2.5 Turnaway and Access-Denial Data

2.6 Activity: Identifying Gaps in Collections

2.7 Data Storytelling for Renewals and Expansion

2.8 Reflection Prompts

Further Reading

End of Module Quiz

3.1 Why Prospecting in Academic Publishing is Different

3.2 Relationship-Based versus Transactional Selling

3.3 Core Concepts

3.4 Stakeholder Mapping in Library Accounts

3.5 Downloadable Activity

3.6 Building Trust with Library Stakeholders & 3.7 Professional Communication Norms

3.8 Managing Long Sales Cycles

3.9 Reflection Prompts

Further Reading

End of Module Quiz

Module 4 Introduction

4.1 What Professional Presence Means in Academic Publishing

4.2 Professional Conversations: Listening versus Pitching

4.3 Core Concepts

4.4 Do's and Don'ts for Publishing Professionals

4.5 Preparing for Conferences with Intent

4.6 Post-Conference Follow-Up and Relationship Continuity

4.7 Downloadable Activity: Conference Reflection Worksheet

Further Reading

End of Module Quiz

Thank You From ALPSP

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