Maritime Economics II or Media Selling

Maritime Economics II

Author: M Stopford

Extensively revised, Maritime Economics provides a valuable introduction to the global shipping industry, outlining the economic theory behind this large and complex subject as well as many of the operational practicalities involved.

Booknews

Explains how the shipping market is organized and how prices and freight rates are determined, market cycles in the industry, how ships are financed, the factors influencing ship design, market forecasting, global patterns of maritime trade, and the four shipping markets. Primarily intended as a textbook but also of use to people in the shipping business. Annotation c. by Book News, Inc., Portland, Or.

New interesting textbook: Fixed Income Securities or Business Ethics

Media Selling: Broadcast, Cable, Print, and Interactive

Author: Charles Warner

For the past two decades, Broadcast and Cable Selling has served students and professionals in the broadcast and cable industries as an indispensable tool for learning, training, and mastering sales techniques for the electronic media. Now, in an era of media convergence and cross-platform selling, authors Warner and Buchman have re-crafted this landmark text as Media Selling: Broadcast, Cable, Print, and Interactive, Third Edition.
In the last decade, the media industries have experienced unprecedented consolidation and sweeping change. The third edition of Media Selling addresses these significant industry changes and continues to be the seminal resource for information on media sales. The text retains all of its original focus on the electronic media, while adding in-depth and expanded information on newspaper, magazine, Interactive, Yellow Pages, and outdoor/billboard.
Among the new chapters and features to this edition, readers will find a particularly relevant chapter on sales ethics, a chapter on emotional intelligence (discerning and then matching the emotional needs of a prospect), and up-to-date information on Interactive media selling. Praised by educators and sales training managers throughout the country, Media Selling: Broadcast, Cable, Print, and Interactive, Third Edition advocates a solution selling approach that one reviewer called “the best synthesis of behavioral psychology, common sense, and professional salesmanship I’ve ever read.”

Table of Contents:

	About the Authors
	Preface
	Acknowledgments
Pt. I	The Marketing/Media Ecology and Selling	1
Ch. 1	The Marketing/Media Ecology	3
Ch. 2	Selling: Perspectives and Approaches	13
Ch. 3	Sales Ethics	27
Ch. 4	The AESKOPP System of Selling	39
Pt. II	Attitude, Emotional Intelligence, and Skills	49
Ch. 5	Attitude	51
Ch. 6	Emotional Intelligence	65
Ch. 7	Skills: Effective Communication, Effective Listening, and Understanding People	75
Ch. 8	Skills: Influence and Creating Value	103
Ch. 9	Skills: Prospecting and Identifying Problems	135
Ch. 10	Skills: Generating Proposals	155
Ch. 11	Skills: Presenting	169
Ch. 12	Skills: Negotiating and Closing	195
Ch. 13	Skills: Servicing	243
Pt. III	Knowledge	251
Ch. 14	Business and Finance	253
Ch. 15	Marketing	265
Ch. 16	Media Research	281
Ch. 17	Advertising	315
Ch. 18	Newspapers	325
Ch. 19	Broadcast Television	351
Ch. 20	Radio	371
Ch. 21	Cable Television	393
Ch. 22	Yellow Pages	417
Ch. 23	Magazines	429
Ch. 24	Interactive	449
Ch. 25	Outdoor	471
Ch. 26	Media Comparisons: Advantages and Disadvantages	481
Pt. IV	Opportunities, Preparation, and Persistence	493
Ch. 27	Opportunities: Direct and Agency Selling	495
Ch. 28	Preparation and Persistence: Organization and Time Management	515
Pt. V	The Future	537
Ch. 29	The Future of Media Selling	539
Pt. VI	Appendixes	549
App. A	Cost-Per-Point Market Ranks	551
App. B	Customer Satisfaction Survey	553
App. C	How to Write an Advertising Success Case Study	559
App. D	Negotiating and Closing Outline	563
App. E	Negotiating and Closing Planner	569
App. F	Selling Magazines to Agencies	571
App. G	Writing Copy	577
	Index	581