Media selling
Subtitle: broadcast, cable, print and interactive
By: Charles Warner, Joseph Buchman.
Contributors: Buchman, Joseph.; Warner, Charles, 1932-
Edition: 3rd ed.
Publisher: Iowa State Press
Published: 2004
Place of publication: Ames, Iowa
Language: eng
Number of pages: 598
Subjects: Selling -- Broadcast advertising; Advertising, Newspaper; Advertising, Magazine; Advertising, Outdoor
Notes: Rev. ed. of: Broadcast and cable selling. 2nd ed. 1993.

Includes bibliographical references and index.
Table of contents: title: The marketing/media ecology; title: Selling : perspectives and approaches; title: Sales ethics; title: The AESKOPP system of selling; title: Attitude; title: Emotional intelligence; title: Skills : effective communication, effective listening, and understanding people; title: Skills : influence and creating value; title: Skills : prospecting and identifying problems; title: Skills : generating proposals; title: Skills : presenting; title: Skills : negotiating and closing; title: Skills : servicing; title: Business and finance; title: Marketing; title: Media research; title: Advertising; title: Newspapers; title: Broadcast television; title: Radio; title: Cable television; title: Yellow pages; title: Magazines; title: Interactive; title: Outdoor; title: Media comparisons : advantages and disadvantages; title: Opportunities : direct and agency selling; title: Preparation and persistence : organization and time management; title: The future of media selling.