{"product_id":"the-rookies-guide-to-media-daniel-walsh-9781793560254","title":"The Rookie's Guide to Media Sales","description":"\u003cp\u003eUtilizing the National Collegiate Sales Competition rubric as a framework, \u003cem\u003eThe Rookie's Guide to Media Sales \u003c\/em\u003eequips students with the foundational knowledge they need to become effective salespeople within the field of media and advertising.\u003c\/p\u003e\u003cp\u003e \u003c\/p\u003e\u003cp\u003eOpening chapters underscore the importance of relationship-building and effective communication in sales, describe different types of sales, provide an overview of the media environment, and review specific types of media, including newspapers, magazines, radio, television, and more. Additional chapters introduce readers to the sales cycle, offer strategies for networking, and discuss prospecting and qualifying. Students learn how to craft various types of sales communications, how to approach media research, how to conduct a sales meeting, and how to hone their skills in persuasion and reasoning. Chapters address how to approach a client during a sales meeting, identify their needs, present pitches and solutions, overcome objections, and close a meeting with intention. Students learn about media kits, buyer personalities, quality customer service, the essential elements of a business contract, and ethical situations they may face in the field. Negotiations, international business, the business lunch, nonverbal signals, and the power of promotions are covered.\u003c\/p\u003e\u003cp\u003e \u003c\/p\u003e\u003cp\u003eDesigned to serve as a complete introductory resource, \u003cem\u003eThe Rookie's Guide to Media Sales \u003c\/em\u003eis an ideal textbook for courses and programs in media advertising.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Daniel Walsh\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 1793560250\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9781793560254\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Cognella Academic Publishing\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 08\/17\/2023\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 400\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.74lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 10.00h x 8.00w x 0.82d","brand":"Daniel Walsh","offers":[{"title":"Paperback","offer_id":48453922685183,"sku":"9781793560254","price":177.95,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_bb9904ec-1f76-46da-96a7-09b71a64a211.jpg?v=1777303047","url":"https:\/\/www.whiterainbookhouse.com\/products\/the-rookies-guide-to-media-daniel-walsh-9781793560254","provider":"WR Book House","version":"1.0","type":"link"}