Broadcast and cable selling / Charles Warner, Joseph Buchman.
Publication details: Belmont, Calif. : Wadsworth Pub. Co., c1993.Edition: Updated 2nd editionDescription: xiii, 447 p. : ill. ; 24 cmISBN:- 0534197701
- 659.1430688 23 WAR
| Item type | Current library | Call number | Copy number | Status | Date due | Barcode |
|---|---|---|---|---|---|---|
Book Open Access
|
Engineering Library | 659.1430688 WAR 1 (Browse shelf(Opens below)) | 1 | Available | BUML24010550 |
CONTENTS
PART ONE: SELLING AND THE MARKETING CONCEPT
Chapter 1. Selling: perspectives, function and the SKOAPP system
Chapter 2. The marketing concept and positioning
PART TWO: SKILLS
Chapter 3. The needs-satisfaction approach to selling
Chapter 4. Prospecting qualifying, and researching and targeting: the first steps
Chapter 5. Presenting and servicing: the last step
PART THREE: KNOWLEDGE
Chapter 6. Understanding and using ratings
Chapter 7. The advertising media
Chapter 8. Maximizing revenue, rate structure, and packaging
PART FOUR: OPPORTUNITIES
Chapter 9. Retail/development selling
Chapter 10. Agency/ service selling
Chapter 11. Network, syndicated, rep, and local cable selling
Chapter 12. Specialized selling: promotions, sports and political
PART FIVE: ATTITUDE, PREPARATION, AND PERSISTANCE
Chapter 13. Attitude and ethics in selling
Chapter 14. Organizing Individual sales effort
Chapter 15. The future of broadcast and cable selling
Includes bibliographical references and index P. 440-447
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