{"product_id":"media-selling-9781119477396","title":"Media Selling","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cp\u003e\u003cb\u003eThe must-have resource for media selling in today's technology-driven environment\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe revised and updated fifth edition of \u003ci\u003eMedia Selling \u003c\/i\u003eis an essential guide to our technology-driven, programmatic, micro-targeted, mobile, multi-channel media ecosystem. Today, digital advertising has surpassed television as the number-one ad investment platform, and Google and Facebook dominate the digital advertising marketplace. The authors highlight the new sales processes and approaches that will give media salespeople a leg up on the competition in our post-Internet media era.\u003c\/p\u003e \u003cp\u003eThe book explores the automated programmatic buying and selling of digital ad inventory that is disrupting both media buyers and media salespeople. In addition to information on disruptive technologies in media sales, the book explores sales ethics, communication theory and listening, emotional intelligence, creating value, the principles of persuasion, sales stage management guides, and sample\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003c\/p\u003e\u003cp\u003eAbout the Authors ix\u003c\/p\u003e \u003cp\u003eAcknowledgments xi\u003c\/p\u003e \u003cp\u003ePreface xiii\u003c\/p\u003e \u003cp\u003e1 The Marketing\/Media Ecology 1\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e2 Selling in the Digital Era 15\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e3 Sales Ethics and Transparency 47\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e4 The AESKOPP Approach, Attitude, and Goal Setting 61\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e5 Emotional Intelligence 81\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e6 Effective Communication, Effective Listening, and Understanding People 91\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e7 Influence and Creating Value 111\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e8 The New Buying and Selling Process 139\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e9 Prospecting and Qualifying 155\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e10 Researching Insights and Solutions 187\u003cbr\u003e\u003ci\u003eBrian Moroz\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e11 Educating 207\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e12 Proposing 235\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e13 Negotiating and Closing 245\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e14 Customer Success 293\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e15 Marketing 305\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e16 Advertising 327\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e17 Programmatic Marketing and Advertising 353\u003cbr\u003e\u003ci\u003eWilliam A. Lederer\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e18 Measuring Advertising 375\u003cbr\u003e\u003ci\u003eWilliam A. Lederer\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e19 Selling Digital and Cross‐Platform Advertising 391\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e20 Google and Search 415\u003cbr\u003e\u003ci\u003eBrian Moroz\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e21 Facebook and Social Media 425\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e22 Television 457\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e23 Print and Out of Home 475\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e24 Audio 495\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e25 Time Management 513\u003cbr\u003e\u003ci\u003eCharles Warner\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003eAppendix: Digital Advertising Glossary 523\u003c\/p\u003e \u003cp\u003eIndex 535\u003c\/p\u003e","brand":"John Wiley and Sons Ltd","offers":[{"title":"Default Title","offer_id":49407062606167,"sku":"9781119477396","price":57.56,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119477396.jpg?v=1730498044","url":"https:\/\/bookcurl.com\/products\/media-selling-9781119477396","provider":"Book Curl","version":"1.0","type":"link"}