Media Selling: Television, Print, Internet, Radio Book

List of Contributors

Preface and Acknowledgments

Part I: The Marketing/Media Ecology and Personal Selling:

1. The Marketing/Media Ecology: Charles Warner

2. Selling: Assumptions, Approaches, and Types of Selling: Charles Warner

3. Sales Ethics: Charles Warner

4. The AESKOPP System of Selling: Charles Warner

Part II: Attitude, Emotional Intelligence, and Skills:

5. Attitude and Goal Setting: Charles Warner

6. Emotional Intelligence: Charles Warner

7. Skills: Effective Communication, Effective Listening, and Understanding People: Charles Warner

8. Skills: Influence and Creating Value: Charles Warner

9. Skills: Prospecting and Identifying Problems: Charles Warner

10. Skills: Generating Solutions, Proposals, and Presentations: Charles Warner

11. Skills: Presenting: Charles Warner

12. Skills: Negotiating and Closing: Charles Warner

13. Skills: Servicing: Charles Warner

Part III: Knowledge:

14. Business and Finance: William Redpath

15. Marketing: Tim Larson and Ken Foster

16. Media Research: Roger Baron

17. Advertising: Charles Warner

18. Television: J. William Grimes and Ron Steiner

19. Newspapers: Thomas J. Stultz

20. The Internet: Vincent Thompson and Paul Talbot

21. Radio: Paul Talbot

22. Magazines: Phil Frank

23. Media Comparisons: Advantages and Disadvantages: Charles Warner

Part IV: Opportunities, Preparation, and Persistence:

24. Opportunities, Organization, and Time Management: Charles Warner

Appendix A. Selling Magazines to Agencies: Phil Frank

Appendix B. Writing Copy: Charles Warner

Index