Underwriting 101 : Selling College Radio

ISBN-13: 9780805836523 / Angielski / Twarda / 2000 / 224 str.

Shyrl L. Plum

Opis

This introductory media sales book serves as a step-by-step manual to assist students in attaining sales proficiency and confidence. The text is organized into 15 chapters and features assignments and handout materials throughout.

Recenzje

"Underwriting 101: Selling College Radio contains valuable information for students considering a career in radio sales or those simply interesting in getting some broadcast sales experience."
—Journal of Radio Studies

Spis treści

Contents: Preface. Introduction. Positioning Competing Media/Positioning NCE Stations. Getting Started/Getting Organized. A Strategy for Success. Sales Call Reports. Writing Proposals. Handling Objections/Role-Playing. Selling Without Ratings/Using RAB Research. Writing Underwriting Announcements. A Salesperson's Dilemma/Ethics. Closing. Radio Economics. Sales Promotion. Résumés/Interviews. Review/Final Exam. Appendices: Syllabus. Positioning Worksheet. Sample Proposal. Sample Résumé. Sample Cover Letter. Course Evaluation.

O autorze

Plum, Shyrl L.