{"product_id":"underwriting-101-shyrl-l-plum-9780805836523","title":"Underwriting 101: Selling College Radio","description":"\u003cp\u003eThis media sales primer serves as a step-by-step manual to assist students in attaining sales proficiency and confidence. The author employs a practical, hands-on approach, enabling readers to develop valuable professional and interpersonal skills and to improve their options for obtaining sales positions. \u003ci\u003eUnderwriting 101\u003c\/i\u003e covers the activities involved in sales work, such as developing sales kits and presentations, handling objections, writing proposals, closing, and preparing underwriting announcements. Role-playing, sales promotion, résumé preparation, and interviewing are also covered. \u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e Special features include: \u003cp\u003e\u003c\/p\u003e *materials needed to teach the 15 week course, including a syllabus, calls schedule, positioning worksheet, sample proposals, sample résumé, sample cover letter, and course evaluation; \u003cbr\u003e *comments from former students who have secured sales positions upon completion of the course; \u003cbr\u003e *underwriting announcement guidelines for FCC conformation; and \u003cbr\u003e *a guide to Internet research tools for sales presentation enhancement. \u003cp\u003e\u003c\/p\u003e Intended for upper-level students in radio or broadcast sales courses, \u003ci\u003eUnderwriting 101\u003c\/i\u003e will be useful to sales instructors with or without sales experience. It is also appropriate for use in college radio stations, as a resource for sales departments.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Shyrl L. Plum\u003cbr\u003e\u003cb\u003eISBN-10:\u003c\/b\u003e 0805836527\u003cbr\u003e\u003cb\u003eISBN-13:\u003c\/b\u003e 9780805836523\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Routledge\u003cbr\u003e\u003cb\u003eLanguage:\u003c\/b\u003e English\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 08\/01\/2000\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 218\u003cbr\u003e\u003cb\u003eFormat:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.15lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.17h x 6.21w x 0.77d\u003cbr\u003e\u003cbr\u003e\u003cb\u003eReview Citation(s): \u003c\/b\u003e\u003cbr\u003e\u003ci\u003eReference and Research Bk News\u003c\/i\u003e 11\/01\/2000 pg. 83","brand":"Shyrl L. Plum","offers":[{"title":"Hardcover","offer_id":48112758653183,"sku":"9780805836523","price":190.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0662\/2982\/9887\/files\/img_cfc1bdb9-b472-49a1-a0bd-c6b61b369265.jpg?v=1769610734","url":"https:\/\/www.whiterainbookhouse.com\/products\/underwriting-101-shyrl-l-plum-9780805836523","provider":"WR Book House","version":"1.0","type":"link"}