Foreword; Time is money; Selling direct and otherwise; The tangibles of an intangible; Rate cards; Features and packages; The sales day; Prospecting and list building; The market and the client; The presentation; Overcoming objections and obstacles; Closing and after; Selling with and without numbers; The spec tape; Co-ops and trade-outs; What makes a good salesperson; Suggested further reading; Bibliography.
A streetwise primer on a fundamental broadcast skill. It gives readers the tools to become successful radio salespeople.
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