218 Pages
by
Routledge
218 Pages
by
Routledge
224 Pages
by
Routledge
Also available as eBook on:
This media sales primer serves as a step-by-step manual to assist students in attaining sales proficiency and confidence. The author employs a practical, hands-on approach, enabling readers to develop valuable professional and interpersonal skills and to improve their options for obtaining sales positions. Underwriting 101 covers the activities involved in sales work, such as developing sales... Read more
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.
Biography
Plum, Shyrl L.
"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
