Media Selling Television, Print, Internet, Radio

ISBN-10: 1405158395
ISBN-13: 9781405158398
Edition: 4th 2009
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Book details

List price: $36.99
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: 2.332
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

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