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0240803272

Selling Electronic Media

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Product Description

"Selling is identifying and satisfying customer needs profitably. Profitable for you, profitable for them."
Diane Sutter, President and CEO of Shooting Star Broadcasting , owner of KTAB-TV, Abilene, Texas

This is the definition of sales used throughout Ed Shane's comprehensive and timely textbook Selling Electronic Media. This new definition reflects the customer-orientation of today's marketing environment as well as the product-orientation of selling. Today's selling is a win/win proposition, a win for the seller and a win for the customer.

Using interviews with industry leaders and reports of their selling experiences, Selling Electronic Media shares insight and practical advice in the basics of selling:

· prospecting
· qualifying
· needs analysis
· presentations
· answering objections
· closing
· relationship management



Focusing on the merging and converging of electronic media and the need for branding of media at all levels, this highly readable book offers complete coverage of advertising sales for radio, television and cable, plus the new and emerging mass communication technologies, primarily those generated by the Internet.

Selling Electronic Media is enhanced with review highlights and discussion points and illustrated throughout with visuals used by media outlets to market commercials and their audience reach.

Students pursuing sales and marketing careers in electronic media and professionals wishing to reinforce their understanding of the merging and converging media environment will find what they need in the pages of this book.

Product Specifications

Author
Ed Shane
Binding
Paperback
Brand
Ed Shane
CatalogNumberList
  • AL07631934
EAN
9780240803272
EANList
  • 9780240803272
Edition
1
Feature
Selling Electronic Media
ISBN
0240803272
IsEligibleForTradeIn
1
ItemDimensions
  • 1000
  • 700
  • 216
  • 109
Label
Focal Press
Languages
  • English, Published English, Original Language English, Unknown
Manufacturer
Focal Press
MPN
Approx. 150 illustrations
NumberOfItems
1
NumberOfPages
488
PackageDimensions
  • 120
  • 980
  • 225
  • 680
PackageQuantity
1
PartNumber
Approx. 150 illustrations
ProductGroup
Book
ProductTypeName
ABIS_BOOK
PublicationDate
1999-02-19
Publisher
Focal Press
ReleaseDate
1999-03-18
Studio
Focal Press
Title
Selling Electronic Media
TradeInValue
  • 150
  • USD
  • $1.50
doublco-20
US
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