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Selling Advertising Space in 90 Minutes by Brian Neil (Paperback, 2014)

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Selling Advertising Space in 90 Minutes, Paperback by Neil, Brian, ISBN 1852527471, ISBN-13 9781852527471, Brand New, Free P&P in the UK A practical guide to selling advertising space for a variety of offline and online media. Essential reading for all ad sales executives and circulation managers.

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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