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Overview
For the right person, a career in media sales can be glamorous, rewarding, and lucrative. But without the right guidance, it can also be challenging. Author Paul Weyland has decades of experience working with local direct clients. Now, in Successful Local Broadcast Sales he shares his hard-won wisdom, showing television, radio, and cable salespeople how to get more sales. This invaluable resource gives you the tools you 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 your clients, Create genius creative without being a creative genius, Calculate ROI for your client's advertising dollar, Land long-term contracts with local businesses, Explain broadcast marketing to your direct client, Negotiate more effectively. Based on his more than thirty years of experience in the field, Weyland also advises you on how to overcome call reluctance and collect on your bills without losing your clients. Honest, practical, and accessible, this is the one handbook that shows novice and veteran salespeople how to thrive-not just survive-in the media business.Synopsis
Author Paul Weyland shares his decades of experience working with local direct clients and hard-won wisdom to show television, radio, and cable salespeople how to get more sales.
For the right person, a career in media sales can be glamorous, rewarding, and lucrative. But without the right guidance, it can also be challenging.
Successful Local Broadcast Sales gives you the tools you 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 long-term contracts with local businesses negotiate more effectivelyHonest, practical, and accessible, Successful Local Broadcast Sales is the one handbook that shows novice and veteran salespeople how to thrive--not just survive--in the media business.