Customer Reviews

Media Selling: Broadcast, Cable, Print, and Interactive

5 star:		(4)
4 star:		(2)
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Mass Media has replaced the public square in the 21st Century. I teach production and design for media. For those who want to teach media literacy and an understanding of media and media systems in the United States this book offers valuable insight into our media's inner workings. Charles Warner spent decades in the trenches and board rooms of major media organizations. Without the knowledge of the inner workings of the systems for which they design, my students cannot produce meaningful and transformational design for the industry. As consumers of media and practitioners in the making of media, we need to understand the media selling world. Charles Warner's real world anecdotes are worth the price of the book. The Cable Television chapter by William Grimes is required reading for my Broadcast Design students. This book essential reading for anyone who wants to understand how the economics of media affects the democratic dialogue in the public sphere.

This book is a must read for anyone interested in getting into media sales or those wanting to sell more effectively. Charlie is a consummate pro who balances decades worth of actual media sales experience (not as a consultant, but as a front line seller) with finely honed skills as a teacher. His contributing authors take a pragmatic approach to each of their subjects that allows you to jump to the section to match your interest in specific media platforms. Read this book yourself and make it required reading for your sales staff and watch the number of sales call go up, quality pipeline increase and deals get to closure faster.

There have been scores of texts devoted to transactional selling skills. There are also some fine texts on Media Planning and buying....This is the first that I have uncovered that gives a comprehensive view to the skills needed to establish value and compete as a media sales rep. I was in radio sales management for27 years..I am currently teaching Advertising Sales at the University level...this text resembles the first 3 months of a rookie sales person.

The anecdotes help make this an interesting read..which is difficult for a textbook. It is excellent for something thinking about going into the field or who is looking to review the basics.

I have worked in the media business for more than 15 years, have taken training courses offered by my company and industry groups. None of them covered all the topics in this book as clearly and comprehensively as this book does. It presents the "numbers" aspects of media very well and says more in a direct way about how to deal with clients than any other book I have read or course I have taken. I would have avoided a lot of mistakes if I had read this book 15 years ago!

I found mr. warner and mr. buchman's book an excellent treatise on media sales. I also enjoyed the anecdotes. I have not seen a book like it.