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Author: Paul Weyland Publisher: AMACOM Div American Mgmt Assn ISBN: 9780814409800 Category : Business & Economics Languages : en Pages : 252
Book Description
For the right person, a career in media sales can be glamorous, rewarding, and lucrative. But without the right guidance, it can also be challenging. Author Paul Weyland has decades of experience working with local direct clients. Now, in Successful Local Broadcast Sales he shares his hard-won wisdom, showing television, radio, and cable salespeople how to get more sales. This invaluable resource gives readers the tools they need to: • get appointments • write great proposals and presentations • sell against other media like newspapers and the Internet • overcome rate resistance • close sales without alienating their clients • create genius creative without being a creative genius • calculate ROI for the client’s advertising dollar • land long-term contracts with local businesses • negotiate more effectively Honest, practical, and accessible, this is the one handbook that shows novice and veteran salespeople how to thrive—not just survive—in the media business.
Author: Paul Weyland Publisher: AMACOM Div American Mgmt Assn ISBN: 0814409806 Category : Business & Economics Languages : en Pages : 223
Book Description
For the right person, a career in media sales can be glamorous, rewarding, and lucrative. But without the right guidance, it can also be challenging. Author Paul Weyland has decades of experience working with local direct clients. Now, in Successful Local Broadcast Sales he shares his hard-won wisdom, showing television, radio, and cable salespeople how to get more sales. This invaluable resource gives readers the tools they need to: • get appointments • write great proposals and presentations • sell against other media like newspapers and the Internet • overcome rate resistance • close sales without alienating their clients • create genius creative without being a creative genius • calculate ROI for the client’s advertising dollar • land long-term contracts with local businesses • negotiate more effectively Honest, practical, and accessible, this is the one handbook that shows novice and veteran salespeople how to thrive—not just survive—in the media business.
Author: Tracy Smith Publisher: ISBN: 9781521125489 Category : Languages : en Pages : 35
Book Description
If you are a new salesperson at a local TV station or your are thinking about trying to get a job at a TV station as a local seller, this e-book can really help you understand the job. You will see an in-depth look at what a sales job is like at a TV station. You will learn sales techniques that can help you quickly become a top performer at your company. The author has been a successful seller, manager and coach in the ad sales environment. This e-book is short and concise and you should be able to read it in one sitting. It focuses on the job duties involved, the how to get started making your first sales calls, and so much more. The idea for the book, came from one of my sellers that suggest I write it.
Author: Bob Diamond Publisher: ISBN: 9780595477739 Category : Business & Economics Languages : en Pages : 0
Book Description
The Perfect Book for Every Aspiring Radio Sales Professional! Until now, there has been no definitive guidebook on how to launch a successful career in radio sales. With Selling Air (radio talk for selling commercial time), Bob Diamond, a radio account executive with more than 20 years of achievement in the industry, provides comprehensive advice on how to get started. Bob's clear, concise style tells you how to: Make an informed choice about a career in radio sales Find a job that's right for you Prepare for your interview with a sales manager Navigate your way through your first few weeks on the job Develop the selling and interpersonal skills unique to radio sales Create strategies that ensure win-win customer relationships . and much more, including Bob's top 10 tips that will help you maintain a positive attitude and a substantial income on a long-term basis. FOR MANAGERS! Use this book to reduce the learning curve for interviewees and new hires "This fabulous book allows new salespeople to have a virtual two-year head start by showing them what works, what doesn't, and what they can specifically expect to happen. I hope this book ends up in the hands of every new or prospective radio sales rep. It will save everyone-managers and potential sales reps alike-a lot of headache . . . and heartache!" Will Stanley Radio Station Owner Red Hook, NY
Author: Susan Tyler Eastman Publisher: Focal Press ISBN: 0240807626 Category : Business & Economics Languages : en Pages : 335
Book Description
This fifth edition of the successful Promotion and Marketing for Broadcasting, Cable, and the Web, 4ed takes an important, timely look at the newest media venue, the Internet. Under its new title, Media Promotion and Marketing for Broadcast, Cable and the Internet, 5ed it takes a fresh look at the industry and the latest strategies for media promotion and marketing. The book explores the scope and goals of media production from the perspectives of network and local television, cable, Internet and radio, including public broadcasting. Topics include: goals of promotion; research in promotion; on-air, print, and Web message design; radio promotion; television network and station promotion and new campaigns; non-commercial radio and television promotion; cable marketing and promotion; research and budgeting for promotion; syndicated program marketing; global and international promotion and marketing; and online marketing and promotion. *The glossary is back! *Reorganization of chapters with a closer focus on new media *Management and new media chapters now in first section of the book *Streaming media evaluated as a powerful promotion tool *Many more illustrations
Author: Spike Santee Publisher: ISBN: 9781949473742 Category : Business & Economics Languages : en Pages : 276
Book Description
Professional Radio Advertising Sales, The Complete Course for a Professional Career in Radio Advertising Sales will guide a new Radio advertising salesperson from their first day in the Radio station to their first annual contract within 90 days. This is an all-inclusive guide that details every step in the professional selling process for Radio advertising. The book includes detailed descriptions on goal setting, prospecting, interviewing, appointment setting, qualifying, presenting, closing and customer service. Using a special skill-stacking formula, the author teaches how to master each skill in his successful sales process in the proper sequence. Special attention is devoted to the science of successful Radio advertising with an emphasis on the psychology of consumer behavior, the mathematics of scheduling and the brain science involved in writing emotionally engaging commercials. This is a must-have resource for anyone seeking to make more money more quickly in Radio advertising sales. You can learn more at www.myradioschool.com.
Author: Charles Warner Publisher: Wiley-Blackwell ISBN: 9780813804170 Category : Business & Economics Languages : en Pages : 616
Book Description
For the past two decades, Broadcast and Cable Selling has served students and professionals in the broadcast and cable industries as an indispensable tool for learning, training, and mastering sales techniques for the electronic media. Now, in an era of media convergence and cross-platform selling, authors Warner and Buchman have re-crafted this landmark text as Media Selling: Broadcast, Cable, Print, and Interactive, Third Edition. In the last decade, the media industries have experienced unprecedented consolidation and sweeping change. The third edition of Media Selling addresses these significant industry changes and continues to be the seminal resource for information on media sales. The text retains all of its original focus on the electronic media, while adding in-depth and expanded information on newspaper, magazine, Interactive, Yellow Pages, and outdoor/billboard. Among the new chapters and features to this edition, readers will find a particularly relevant chapter on sales ethics, a chapter on emotional intelligence (discerning and then matching the emotional needs of a prospect), and up-to-date information on Interactive media selling. Praised by educators and sales training managers throughout the country, Media Selling: Broadcast, Cable, Print, and Interactive, Third Edition advocates a solution selling approach that one reviewer called “the best synthesis of behavioral psychology, common sense, and professional salesmanship I’ve ever read.”
Author: Shyrl L. Plum Publisher: Lawrence Erlbaum Assoc Incorporated ISBN: 0805836527 Category : Business & Economics Languages : en Pages : 208
Book Description
This media sales primer serves as a step-by-step manual to assist students in attaining sales proficiency and confidence. The author employs a practical, hands-on approach, enabling readers to develop valuable professional and interpersonal skills and to improve their options for obtaining sales positions. Underwriting 101 covers the activities involved in sales work, such as developing sales kits and presentations, handling objections, writing proposals, closing, and preparing underwriting announcements. Role-playing, sales promotion, résumé preparation, and interviewing are also covered. Special features include: *materials needed to teach the 15 week course, including a syllabus, calls schedule, positioning worksheet, sample proposals, sample résumé, sample cover letter, and course evaluation; *comments from former students who have secured sales positions upon completion of the course; *underwriting announcement guidelines for FCC conformation; and *a guide to Internet research tools for sales presentation enhancement. Intended for upper-level students in radio or broadcast sales courses, Underwriting 101 will be useful to sales instructors with or without sales experience. It is also appropriate for use in college radio stations, as a resource for sales departments.
Author: Paul Weyland
Author: Paul Weyland
Author: Paul Weyland
Author: Jay Hoffer
Author: Tracy Smith
Author: Chris Lytle
Author: Bob Diamond
Author: Susan Tyler Eastman
Author: Spike Santee
Author: Charles Warner
Author: Shyrl L. Plum