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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|
|The AESKOPP System of Selling|
|Attitude, Emotional Intelligence, and Skills|
|Attitude and Goal Setting|
|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: Negotiating and Closing|
|Business and Finance|
|Media Comparisons: Advantages and Disadvantages|
|Opportunities, Preparation, and Persistence|
|Opportunities, Organization, and Time Management|
|Selling Magazines to Agencies|
|Table of Contents provided by Publisher. All Rights Reserved.|