Media Sales
Media Selling
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Core Competencies

Effective Listening

List of Human Needs

Call Structure and Overcoming Objections Outline

"Advertising Strategies in a Slowdown" presentation

"AOL General Presentation (GP), 2000

Checklist for Customized Solutions-Based Presentations

"DeSoto Times" presentation

"Creating Value" presentation

"How to Write an Advertising Success Case Study" paper

"Aladdin Resort and Casino" case study

Blank Benefits Matrix

"Close to the Customer on the Telephone" paper

Pre-Call Research Questions

Blank Negotiating and Closing Planner

Negotiating and Closing Outline

"Nielsen People Meter"

"Ad-Sales Ratios"

"Chapter 16 Project Format"

"Writing Copy"

Sam Walton's Rule #8

Servicing Checklist