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Random House Trade Sales to Reorganize
-- 5/11/98
Random House is working on a plan that will combine the two sales forces that serve the Random House, Knopf and Crown publishing groups into one unit. Under the plan, the reps will sell all titles from the three publishing groups. The Ballantine sales force is not affected by the reorganization. "It will be as if the stores have an account executive who can offer one-stop shopping for our lines," said Bruce Harris, president of the Random House trade sales and marketing group.
According to Betty Fairchild, director of field sales, the goal is to give its reps a smaller geographic area to cover, which will permit them to spend more time with each account. "We would like them to call on each store at least once a month," Fairchild said. While at the store, Random wants its reps not only to sell upcoming frontlist titles, but to help with marketing ideas for books "that just landed in the store" and to work to promote Random's backlist, Fairchild said. Other functions the reps are expected to do are to help facilitate reorders, help with in-store events and give advice on when a book should be returned.

Fairchild said there are no plans to reduce the selling staff, and that the reorganization is a "redeployment of staff designed to improve our marketing and sales efforts." The new sales force will take to the field after the company's August sales conference and will sell the 1999 spring list.

Changes at Ballantine

The Ballantine Publishing Group has announced a pair of promotions in its sales and marketing operations. John Conti, v-p and director of sales for direct accounts, has been named v-p and director of marketing; and Stanley Cohen, v-p and field sales manager, has been tapped to assume Conti's former responsibilities.

In his new spot, Conti will be responsible for creating and implementing focused marketing programs for Ballantine's entire list. Conti will initially have a two-person staff, although more members may be added. Conti will report to Linda Grey, president of the Ballantine Publishing Group, while Cohen will report to Steve Black, senior v-p and director of sales.
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