Broadcasting 321

Electronic Media Sales

Last Updated: June 16, 2003



The Choice

Traits of a Salesperson

Everybody Sells

    Chapter 1

The Case for Advertising

    Chapter 1

Media Growth Cycle

    pgs. 44-55

The Chart

    Chapter 2

Marketing and Selling 

The Challenge

    Chapter 3

The Sales Cycle

    pgs. 53-59; 62-66

Prospecting

    Chapter 2 (67-76)

Telephone Prospecting

Getting into See Everybody

    Chapter 7

Quit Making Sales Calls

    Chatper 6

Cold Calling

Do You Qualify? Part II

    Chapter 2 (77-80)

Needs Analysis

    Chapter 2 (80-91) 

What to do if you accidentally get an appointment

    Chapter 8 

Doing the Work Before You Get Paid

    Chapter 10 

Presenting

    Chapter 2 (91-105) 

Answering Objections

    Chapter 2 (105-113) 

Negotiating 

Closing

    Chapter 2 (113-124) 

Radio

    Chapter 8 

Network and Local TV

    Chapter 6 

Broadcast Campaign

Direct Selling

    Chapter 5 (225-237)

Promotion