What do I need to know about selling advertising space for a small local newspaper?

so are you going to be the guy selling ad space for the newspaper? kind of like a salesperson?

advertising sales are at their lowest levels since WWII

-Show the value of the service
-Get testimonials from existing advertisers
-Provide circulation and readership figures
-Approach your sales by looking at the companies that would most benefit from the newspaper’s target demographic
-Follow up with people, expect a lengthy sales cycle
-Many smaller advertisers will equal one large advertiser, diversify your efforts