Media Selling Television, Print, Internet, Radio

Name: Media Selling Television, Print, Internet, Radio
Price: 6.75 USD
Availability: InStock
ISBN: 9781405158398

ISBN-10: 1405158395

ISBN-13: 9781405158398

Edition: 4th 2009

Authors: Charles Warner, Warner

List price: $38.50

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Book details

List price: $38.50
Edition: 4th
Copyright year: 2009
Publisher: John Wiley & Sons, Limited
Publication date: 4/9/2009
Binding: Paperback
Pages: 616
Size: 6.50" wide x 9.75" long x 1.50" tall
Weight: 2.618
Language: English



List of Contributors


Preface and Acknowledgments



The Marketing/Media Ecology and Personal Selling



The Marketing/Media Ecology




Selling: Assumptions, Approaches, and Types of Selling




Sales Ethics




The AESKOPP System of Selling




Attitude, Emotional Intelligence, and Skills



Attitude and Goal Setting




Emotional Intelligence




Skills: Effective Communication, Effective Listening, and Understanding People




Skills: Influence and Creating Value




Skills: Prospecting and Identifying Problems




Skills: Generating Solutions, Proposals, and Presentations




Skills: Presenting




Skills: Negotiating and Closing




Skills: Servicing




Knowledge



Business and Finance




Marketing




Media Research




Advertising




Television




Newspapers




The Internet




Radio




Magazines




Media Comparisons: Advantages and Disadvantages




Opportunities, Preparation, and Persistence



Opportunities, Organization, and Time Management




Selling Magazines to Agencies




Writing Copy



Index