Description

Book Synopsis
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

Trade Review
"Should be compulsory reading... I'd buy a copy for every media sales manager I know and every salesperson." Annie Swift, CEO, Institute of Sales Promotion

Selling Advertising Space in 90 Minutes

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    £9.99

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    Order before 4pm today for delivery by Tue 30 Jun 2026.

    A Paperback / softback by Brian Neil

    15 in stock

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      Publisher: Management Books 2000 Ltd
      Publication Date: 28/11/2014
      ISBN13: 9781852527471, 978-1852527471
      ISBN10: 1852527471
      Also in:
      Sales and marketing

      Description

      Book Synopsis
      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

      Trade Review
      "Should be compulsory reading... I'd buy a copy for every media sales manager I know and every salesperson." Annie Swift, CEO, Institute of Sales Promotion

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