It's refreshing to have a text written by a broadcast pro who is sensitive to the academic theory needs of the college classroom. Ed has managed to write a very readable text which blankets the subject matter. Thanks! (Michael Taylor, Valdosta State Univ)I teach Radio and Television at the University of Southern Indiana. Your book is thebest sales text I have ever encountered...real world examples, tips,concepts, etc. My Senior level sales class is getting the "real story". Icame to teaching after 10 + years in broadcast sales and management; it'snice to have a book I believe in. - J. Wayne Rinks, Ph.D., Program Chair: Radio/Television at the University of Southern Indiana"The book provides a broad perspective on media sales while fine-tuning the key methods and principles needed by today's sales professional."Dr. Sam Parker, Lipscomb University"very comprehensive, great examples"

• Chapter 1 The Selling Environment; Chapter 2 The Sales Process; Chapter 3 Research and Ratings; Chapter 4 Sales Management; Chapter 5 Casting the Net; Chapter 6 Selling Television Advertising; Chapter 7 Selling Cable Advertising; Chapter 8 Selling Radio Advertising; Chapter 9 The Interactive Interim; Chapter 10 Epilogue;

It's refreshing to have a text written by a broadcast pro who is sensitive to the academic theory needs of the college classroom. Ed has managed to write a very readable text which blankets the subject matter. Thanks! (Michael Taylor, Valdosta State Univ)I teach Radio and Television at the University of Southern Indiana. Your book is thebest sales text I have ever encountered...real world examples, tips,concepts, etc. My Senior level sales class is getting the "real story". Icame to teaching after 10 + years in broadcast sales and management; it'snice to have a book I believe in. - J. Wayne Rinks, Ph.D., Program Chair: Radio/Television at the University of Southern Indiana"The book provides a broad perspective on media sales while fine-tuning the key methods and principles needed by today's sales professional."Dr. Sam Parker, Lipscomb University"very comprehensive, great examples"

• Chapter 1 The Selling Environment; Chapter 2 The Sales Process; Chapter 3 Research and Ratings; Chapter 4 Sales Management; Chapter 5 Casting the Net; Chapter 6 Selling Television Advertising; Chapter 7 Selling Cable Advertising; Chapter 8 Selling Radio Advertising; Chapter 9 The Interactive Interim; Chapter 10 Epilogue;

It's refreshing to have a text written by a broadcast pro who is sensitive to the academic theory needs of the college classroom. Ed has managed to write a very readable text which blankets the subject matter. Thanks! (Michael Taylor, Valdosta State Univ)I teach Radio and Television at the University of Southern Indiana. Your book is thebest sales text I have ever encountered...real world examples, tips,concepts, etc. My Senior level sales class is getting the "real story". Icame to teaching after 10 + years in broadcast sales and management; it'snice to have a book I believe in. - J. Wayne Rinks, Ph.D., Program Chair: Radio/Television at the University of Southern Indiana"The book provides a broad perspective on media sales while fine-tuning the key methods and principles needed by today's sales professional."Dr. Sam Parker, Lipscomb University"very comprehensive, great examples"

• Chapter 1 The Selling Environment; Chapter 2 The Sales Process; Chapter 3 Research and Ratings; Chapter 4 Sales Management; Chapter 5 Casting the Net; Chapter 6 Selling Television Advertising; Chapter 7 Selling Cable Advertising; Chapter 8 Selling Radio Advertising; Chapter 9 The Interactive Interim; Chapter 10 Epilogue;