Media Sales
Media Selling
Home Book Overview Free Downloads Media Sales Management  


Core Competencies

Effective Listening

List of Human Needs

Call Structure and Overcoming Objections Outline

"Advertising Strategies in a Slowdown" presentation

"AOL General Presentation (GP), 2000

Checklist for Customized Solutions-Based Presentations

"DeSoto Times" presentation

"Creating Value for Television" presentation

"How to Write an Advertising Success Case Study" paper

"Aladdin Resort and Casino" case study

Blank Benefits Matrix

"Close to the Customer on the Telephone" paper

Pre-Call Research Questions

Blank Negotiating and Closing Planner

Negotiating and Closing Outline

"Nielsen People Meter"

"Ad-Sales Ratios"

"Chapter 16 Project Format"

"Writing Copy"

Sam Walton's Rule #8

Servicing Checklist

Customer Satisfaction Survey

Internal Income Statement

Media Selling, Chapter 24 Blank Forms:
     Yearly, Monthly, Weekly, and Daily Planners
     Key Account Tracker
     Business Opportunity/Business Disposition Report
     Business Pending Tracker
     Account File
     Time Log
     Improvement Opportunity Chart