Based on a successful media sales training course which the author
has been giving for many years, the book starts with an explanation
of how the industry works, and then guides readers through the
skills and processes involved in each stage from lead-sourcing
through to closure. Areas covered include: * The role of
advertising sales in publishing * What the ad sales job involves
and where it can lead * How to plan and implement a successful
campaign * How to structure your pitch * How to sell cross-media
advertising * How to get through to the real decision-makers * How
to deal with objections * How to close the sale
General
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