A01=Ed Shane
advanced electronic media sales techniques
advertising
advertising research methods
age
Arbitron Company
Author_Ed Shane
branding in mass communication
broadcast audience measurement
cable
card
Category=DNP
Category=KNT
CBS Tv
digital media convergence
eq_bestseller
eq_biography-true-stories
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction
Es Ta
Fam Ily
firm
integrated marketing communication
INTERACTIVE INTERIM
Large Market Television Stations
media sales strategies
National Cable Networks
NBC Affiliate
NBC Network
nielsen
Optimum Effective Scheduling
RAB
Radio Sellers
rate
rep
Rep Firm
research
SANTA ROSA
Selling Electronic Media
straight
Straight Commission
Television Stations
Tv Advertising
Tv Commercial
Tv Household
TV Land
Tv Network
Tv Station
USA Network
Product details
- ISBN 9781138459939
- Weight: 453g
- Dimensions: 178 x 254mm
- Publication Date: 26 Jul 2017
- Publisher: Taylor & Francis Ltd
- Publication City/Country: GB
- Product Form: Hardback
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"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, TexasThis 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 managementFocusing 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.
