Selling Electronic Media (Paperback)

by Ed Shane (Author) "The first "sales training" I ever received came in 1968 when I was named program director of a radio station in Atlanta, Georgia..." (more)
Key Phrases: selling electronic media, radio sellers, cable sellers, New York, Advertising Age, United States (more...)

Editorial Reviews

Review
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". I
came to teaching after 10 + years in broadcast sales and management; it's
nice 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" -- Review

Review
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". I
came to teaching after 10 + years in broadcast sales and management; it's
nice 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"

See all Editorial Reviews

Product Details

• Paperback: 488 pages
• Publisher: Focal Press (February 1999)
• Language: English
• ISBN-10: 0240803272
• ISBN-13: 978-0240803272
• Product Dimensions: 9.8 x 6.8 x 1.2 inches
• Shipping Weight: 2.2 pounds (View shipping rates and policies)
• Average Customer Review: 4.5 out of 5 stars See all reviews (2 customer reviews)
• Amazon.com Sales Rank: #727,853 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

4 of 5 people found the following review helpful:

5.0 out of 5 stars This is the book I was was supposed to write., September 15, 2000

By	James F. Taszarek "Jim Taszarek" (Scottsdale, Arizona) - See all my reviews (REAL NAME)

I'm a sales consultant in Radio Broadcasting. Shane is considered a Radio Programming Guru. What's he doing writing an media SALES book? The problem I have with it is - it's just excellent. It's thorough, basic but not elementary, well-organized and well thought out. While it's supposed to be a university-level textbook, every radio and television station would be smart to have this book within arms reach of the Sales Manager. Well-documented, well-done, nicely done. Dammit!

1 of 2 people found the following review helpful:

4.0 out of 5 stars Professor Review, October 12, 2000

By	Tricia Geswell (Evansville, IN USA) - See all my reviews

I teach Radio and Television at the University of Southern Indiana. Your book is the best sales text I have ever encountered...real world examples, tips,concepts, etc. My Senior level sales class is getting the "real story". I came to teaching after 10 + years in broadcast sales and management; it'snice to have a book I believe in.