(0) items

Note: Supplemental materials are not guaranteed with Rental or Used book purchases.

Media Selling : Television, Print, Internet, Radio



Pub. Date:
List Price: $77.95

Rent Textbook


Buy Used Textbook

Usually Ships in 2-3 Business Days

Buy New Textbook

Special Order: 1-2 Weeks


More New and Used
from Private Sellers
Starting at $22.21

Questions About This Book?

Why should I rent this book?

Renting is easy, fast, and cheap! Renting from can save you hundreds of dollars compared to the cost of new or used books each semester. At the end of the semester, simply ship the book back to us with a free UPS shipping label! No need to worry about selling it back.

How do rental returns work?

Returning books is as easy as possible. As your rental due date approaches, we will email you several courtesy reminders. When you are ready to return, you can print a free UPS shipping label from our website at any time. Then, just return the book to your UPS driver or any staffed UPS location. You can even use the same box we shipped it in!

What version or edition is this?

This is the 4th edition with a publication date of 5/4/2009.

What is included with this book?

  • The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any CDs, lab manuals, study guides, etc.
  • The Used copy of this book is not guaranteed to include any supplemental materials. Typically, only the book itself is included.
  • The Rental copy of this book is not guaranteed to include any supplemental materials. You may receive a brand new copy, but typically, only the book itself.
  • The eBook copy of this book is not guaranteed to include any supplemental materials. Typically only the book itself is included.


This newly revised and updated edition of Media Selling addresses the significant changes that have taken place in media industries over the last few years, while continuing as a seminal resource for information on media sales. A classic in this field, this book has long served students and professionals in broadcasting and media industries as an indispensable tool for learning, training, and mastering sales techniques for electronic media Addresses the unprecedented consolidation and sweeping change faced by media industries in recent years, and now features greatly expanded coverage of the Internet, including video streaming and the impact of social network sites Covers a broad span of media industries and issues, including: electronic media, newspapers, magazines, outdoor/billboard promotion, sales ethics, emotional intelligence, and interactive media selling Fully updated to include much greater focus on national and international media sales issues, as well as expanded coverage of network-level selling, product placement, sales promotion use of market data

Author Biography

Charles Warner is a media sales and management consultant/trainer and an active blogger at He teaches at The New School in New York, and is the Goldenson Chair Emeritus at the University of Missouri School of Journalism. He was the Vice President of AOL’s Interactive Marketing division until his retirement in 2002.

Table of Contents

List of Contributors
Preface and Acknowledgments
The Marketing/Media Ecology and Personal Selling
The Marketing/Media Ecology
Selling: Assumptions, Approaches, and Types of Selling
Sales Ethics
The AESKOPP System of Selling
Attitude, Emotional Intelligence, and Skills
Attitude and Goal Setting
Emotional Intelligence
Skills: Effective Communication, Effective Listening, and Understanding People
Skills: Influence and Creating Value
Skills: Prospecting and Identifying Problems
Skills: Generating Solutions, Proposals, and Presentations
Skills: Presenting
Skills: Negotiating and Closing
Skills: Servicing
Business and Finance
Media Research
The Internet
Media Comparisons: Advantages and Disadvantages
Opportunities, Preparation, and Persistence
Opportunities, Organization, and Time Management
Selling Magazines to Agencies
Writing Copy
Table of Contents provided by Publisher. All Rights Reserved.

Please wait while the item is added to your cart...