عنوان
پدید آورنده
موضوع
رده
HF5439.B67
HF5439
.
B67
کتابخانه
محل استقرار
INTERNATIONAL STANDARD BOOK NUMBER
(Number (ISBN
0814409806
(Number (ISBN
1281128236
(Number (ISBN
9780814409800
(Number (ISBN
9781281128232
Erroneous ISBN
0814480535
Erroneous ISBN
9780814480533
NATIONAL BIBLIOGRAPHY NUMBER
Number
b798291
TITLE AND STATEMENT OF RESPONSIBILITY
Title Proper
Successful local broadcast sales /
General Material Designation
[Book]
First Statement of Responsibility
Paul Weyland.
.PUBLICATION, DISTRIBUTION, ETC
Place of Publication, Distribution, etc.
New York :
Name of Publisher, Distributor, etc.
AMACOM,
Date of Publication, Distribution, etc.
[2008]
PHYSICAL DESCRIPTION
Specific Material Designation and Extent of Item
1 online resource
GENERAL NOTES
Text of Note
Includes index.
CONTENTS NOTE
Text of Note
Cover; Contents; Acknowledgments; Introduction; PART I: Selling Your Client on Why Your Station Is Logical to Buy, Regardless of Your Ratings or Program; CHAPTER 1 Prospecting Local Direct: The Key to a Successful Broadcast Career; CHAPTER 2 Using Media-Savvy Strategies to Get Appointments with Key Decision Makers; CHAPTER 3 Making Broadcast Advertising User-Friendly; CHAPTER 4 Explaining Broadcast Marketing to a Direct Client; CHAPTER 5 Advertising Clutter: You Are the Solution; CHAPTER 6 How We Really See and Hear Commercials; CHAPTER 7 Branding-It's Not Just for Cowboys.
Text of Note
CHAPTER 16 The Value of One New CustomerCHAPTER 17 Selling Against Other Media; CHAPTER 18 Why a Local Broadcast Client Should Own Your Station; PART IV: Broadcast Sales Mechanics: How to Make Your Job Easier; CHAPTER 19 Creating Concise and Customized Marketing and Advertising Proposals; CHAPTER 20 Break Through the Commercial Clutter: Power Presentations; CHAPTER 21 How to Negotiate Without Turning into a Pitiful Puddle of Spineless Goo; CHAPTER 22 Why Objections Are Our Friends and Logical Ways to Handle Them; CHAPTER 23 How to Close Broadcast Sales Without Looking Like a Jerk.
Text of Note
CHAPTER 24 The Value of Super-Servicing Your Local ClientCHAPTER 25 Collecting-How to Make Sure You Don't Work for Free; CHAPTER 26 How to Overcome Call Reluctance; CHAPTER 27 Conclusion; Index; A; B; C; D; E; F; G; H; I; J; K; L; M; N; O; P; Q; R; S; T; U; V; W; Y.
Text of Note
CHAPTER 8 Your Station Is the Logical SolutionPART II: Writing Genius Creative Whether You're a Creative Genius or Not; CHAPTER 9 Recognizing Creative Problems; CHAPTER 10 Creating a Centerpiece for Your Commercial; CHAPTER 11 Making the Spot Emotional; CHAPTER 12 Solving Consumer Problems Without Clichés; CHAPTER 13 Telling Your Target Market What to Do; PART III: Demonstrating That Using Your Station Is Not a Gamble, but a Good, Calculated Risk; CHAPTER 14 Calculating Return on Investment (ROI) and Managing Client Expectations; CHAPTER 15 Explaining the Pure Logic of Buying Your Station.
0
8
8
8
SUMMARY OR ABSTRACT
Text of Note
This invaluable resource gives readers the tools they need to: get appointments; write great proposals and presentations; sell against other media like newspapers and the Internet; overcome rate resistance; close sales without alienating their clients; create genius creative without being a creative genius; calculate ROI for the client's advertising dollar; land longterm contracts with local businesses; and, negotiate more effectively.
ACQUISITION INFORMATION NOTE
Source for Acquisition/Subscription Address
Ingram Content Group
Stock Number
9780814409800
OTHER EDITION IN ANOTHER MEDIUM
Title
Successful local broadcast sales
International Standard Book Number
9780814480533
TOPICAL NAME USED AS SUBJECT
Broadcast advertising.
Selling-- Broadcast advertising.
Broadcast advertising.
BUSINESS & ECONOMICS-- Advertising & Promotion.
Selling-- Broadcast advertising.
(SUBJECT CATEGORY (Provisional
BUS-- 002000
KMP
DEWEY DECIMAL CLASSIFICATION
Number
659
.
14068/8
Edition
22
LIBRARY OF CONGRESS CLASSIFICATION
Class number
HF5439
.
B67
PERSONAL NAME - PRIMARY RESPONSIBILITY
Weyland, Paul
ORIGINATING SOURCE
Date of Transaction
20201207105343.0
Cataloguing Rules (Descriptive Conventions))
rda
ELECTRONIC LOCATION AND ACCESS
Electronic name
مطالعه متن کتاب [Book]
Y
