Letter of

Recommendation

Dear CMBAM Committee,

It is truly an honor to nominate Marco Roza for best sales

representative because I have watched as his calling and
client communication skills have grown since he first began
as an account executive. He has truly blossomed into an
excellent sales representative that is inspiring to all other
account executives in the office.

Not only does Marco`s presence lighten the mood in the

office with his energetic, positive attitude, but his effective
calling techniques inspires everyone else in the office to call
and close sales. Marco`s passion for sales and client relation-
ships empowered him to exceed his sales goal in the Fall
2016 semester by over $1,000.

Although Marco excels in sales, he does not stop there. He is

passionate about improving the Daily Titan, and takes it upon
himself to be an ambassador for the Daily Titan on campus.
Marco is from Brazil, making English his second language, just
another example of his amazing ability to overcome chal-
lenges with grace and success. He is always speaking to
other students in his classes about what we do here at our
student-run newspaper, and as a member of the Sales Lead-
ership club on campus, he is always working to recruit the
best sales students on campus to join our team.

Sincerely,
Paige Mauriello, Director of Advertising
 Letter of
Recommendation

February 8, 2017

To whom it may concern:

Please allow me to submit this letter on behalf of my account

representative Marco Roza from Cal State University Fullerton.
I have had the pleasure of knowing Marco for the last year
and he has shown the upmost professionalism in his dealings
with Irvine Valley College and our adverting needs.

As a sales representative on behalf of the Daily Titan, he has

worked with us to provide quotes for future advertising cam-
paigns, followed-up promptly with calls on our account and
now is working with us on a spring advertising campaign of
approximately $3,000 in business for the paper.

He is energetic and enthusiastic in his sales calls, and I regularly

tell him that he is an excellent sales person and a wonderful
role model for Cal State Fullerton.

Please give Marco your full consideration for your sales com-
pletion awards. Please feel free to contact me at the number
below if I can provide any further information.

Best regards,

Diane Oaks
Executive Director
Marketing and Creative Services
Irvine Valley College
(949)4 51-5277
 Selling Philosophy

February 9, 2017

Dear CMBAM Committee,

I have been a sales representative at the Daily Titan for a total of three
semesters. I started as an Account Executive during the Fall of 2015. Working
as an Account Executive was probably one of the most challenging jobs I
have ever had as I had never worked with sales before. I had never had to
make cold calls and keep track of clients, follow up, go on meetings, and
persuade our customers to purchase ads at the school`s newspaper. Anoth-
er factor that acted as an obstacle was the fact that English is not my first
language, so being able to quickly shape my sales pitch to each clients
need was definitely something that I had to adapt too.

The Fall of 2015 was also a very demanding semester for me. I was still getting
used to living in the United States, far from my family and friends in Brazil
when I moved here to attend California State University-Fullerton and
acquire my Bachelors degree in Business Administration. I was also offered to
study abroad in South Korea during that semester, and was having to make
that decision while planning all the logistics of moving to Asia for an entire
semester. I definitely had a lot on my plate. Even though the odds were
against me, I still managed to give my best at the Daily Titan and exceed the
expectations of my supervisor and her Assistant Director. They always told
me how great I am at sales and how my presence in the office changed the
environment to a positive and cheerful mood. They always told me that I
brought life to the office and contributed towards making it a comfortable
place for my coworkers to make their calls and get sales in.

I went to my study abroad program in South Korea during the Spring of 2016
and was offered the position of a Senior Account Executive, Assistant Direc-
tor for the Fall of 2016 at the Daily Titan. I was extremely shocked when I got
that offer as I never imagined that I would have made such a huge impact
in the office. I could never imagine that Paige, our current Advertising Direc-
tor, would hire me for the second highest position in the advertising depart-
ment of the newspaper with having only one semester of experience.

Ever since I became Paige`s Assistant Director I started working towards

improving the office environment, by brainstorming ideas with her on what
changes we should make in order to improve sales, to motivate the team,
 Selling Philosophy

and to better manage the advertising department of the Daily Titan. It

has been an extremely challenging job but absolutely satisfying. It feels
amazing to look back at how the office used to be and how it is now
and to be able to see that we did that together. Our sales have gone up
tremendously throughout the year, the office feels much more friendly
and all Account Executives are always in a good mood.

Something that I fought for a lot last semester was changing the Account
Executive`s pay structure. We used to pay them on a small stipend with
only 3-5% commission basis. I have always been against that pay struc-
ture: it discouraged the team to make sales and most Account Execu-
tives would quit after working there for only one semester. We ended up
being able to keep a small stipend but increasing commission to 15% on
every sale made, and I can totally tell that our team seems more moti-
vated and our sales have increased tremendously.

Lastly, I have also worked towards the implementation of a plan to effi-

ciently keep track of the Account Executives hours and their cold calls. I
came up with the idea and design of daily call sheets where they have
to fill out the hours they came in the office and show that they made a
minimum of 15 calls per day (specifying the client`s name and the out-
come of the communication).

Besides working on a lot of the managerial aspects of the advertising

department, something that I am really proud of is that I was able to
surpass my sales goal by 7.2% during the fall of 2016.

Working at the Daily Titan has definitely been a huge challenge but it has
also been very rewarding. I can definitely tell that I have grown up a lot
both personally and professionally since I started working there. Nowa-
days I feel excited to come in the office, to spend time making my calls
and communicating with Paige about improvements and ideas that I
have. It is so rewarding to see that we have moved so far in such little
time and that our actions are positively influencing our school`s newspa-
per in the long-term. I get extremely satisfied when I see my coworkers
making sales and I am eager to continue this journey with the Daily Titan
for the next year that I have left at California State University, Fullerton.

Sincerely,

Marco Sivelli Roza

 Appendix

Job description:

Account Executive: Selling advertising space in The Daily Titan

newspaper & other media platforms to local businesses, acting
as a liaison to promote them to students on campus. Seeking
new clients and maintaining current client relationships. Putting
together advertising campaigns, establishing meetings with
clients, processing advertising sales and working with the pro-
duction team to produce the ad. Applicant needs to be
self-motivated, personable, confident, have good verbal/written
communications skills, and be dedicated.

Sales 1st Semester:

$3,645.70
Goal: $8,000

Sales 2nd Semester:

$19,303.12
Goal: $18,000

Sales 3rd Semester (5 weeks in):

$14,603
Goal: $20,000
 Best Sales
Representative

Marco Roza