Media selling
Media selling: broadcast, cable, print and interactive Charles Warner, Joseph Buchman,
Publisher: Ames, Iowa : Iowa State Press, c2004.
ISBN: 0813804175
DDC: 659.130688
LCC: HF5439
Edition: (alk. paper)
Notes:
Rev. ed. of: Broadcast and cable selling. 2nd ed. 1993.
Includes bibliographical references and index.
The marketing/media ecology -- Selling: perspectives and approaches
-- Sales ethics -- The AESKOPP system of selling -- Attitude --
Emotional intelligence -- Skills: effective communication, effective
listening, and understanding people -- Skills: influence and creating
value -- Skills: prospecting and identifying problems -- Skills:
generating proposals -- Skills: presenting -- Skills: negotiating and
closing -- Skills: servicing -- Business and finance -- Marketing --
Media research -- Advertising -- Newspapers -- Broadcast television
-- Radio -- Cable television -- Yellow pages -- Magazines --
Interactive -- Outdoor -- Media comparisons: advantages and
disadvantages -- Opportunities: direct and agency selling --
Preparation and persistence: organization and time management -- The
future of media selling.
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