Media Sales Management
By Charles Warner

Preface and Introduction
 
Chapter One: Sales Strategy

Chapter Two: Sales Department Structure

Chapter Three: Sales Culture

 Chapter Four: Sales Talent

 Chapter Five: Innovation

 Chapter Six: Leadership
  
Chapter Seven: Execution
 
Appendix A - How to Develop a Winning News/Programming Strategy in Local Television.

Appendix B - Interviewing Guide

Appendix C - Hiring Decision Scale Workbook

Appendix D - Sales Audit

Appendix E - How to Manage Creative People