| 000 -LEADER |
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| fixed length control field |
02652cam a2200325 a 4500 |
| 001 - CONTROL NUMBER |
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| control field |
u6240 |
| 003 - CONTROL NUMBER IDENTIFIER |
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| control field |
SA-PMU |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20210418124911.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
070524s2008 nyua 001 0 eng |
| 010 ## - LIBRARY OF CONGRESS CONTROL NUMBER |
|---|
| LC control number |
2007021981 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Transcribing agency |
DLC |
| Modifying agency |
BTCTA |
| -- |
BAKER |
| -- |
C#P |
| -- |
BWX |
| -- |
YDXCP |
| -- |
VP@ |
| -- |
CS1 |
| -- |
OCLCQ |
| -- |
BDX |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780814480533 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0814480535 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)137244751 |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5439.B67 |
| Item number |
W43 2008 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
659.14068/8 |
| Edition number |
22 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Weyland, Paul. |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Successful local broadcast sales / |
| Statement of responsibility, etc. |
Paul Weyland. |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. |
|---|
| Place of publication, distribution, etc. |
New York : |
| Name of publisher, distributor, etc. |
AMACOM, |
| Date of publication, distribution, etc. |
c2008. |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
v, 234 p. : |
| Other physical details |
ill. ; |
| Dimensions |
24 cm. |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Includes index. |
| 505 0# - FORMATTED CONTENTS NOTE |
|---|
| Formatted contents note |
pt. I. Selling your client on why your station is logical to buy, regardless of your ratings or program -- Prospecting local direct: the key to a successful broadcast career -- Using media-savvy strategies to get appointments with key decision makers -- Making broadcast advertising user-friendly -- Explaining broadcast marketing to a direct client -- Advertising clutter: you are the solution -- How we really see and hear commercials -- Branding-it's not just for cowboys -- Your station is the logical solution -- pt. II. Writing genius creative whether you're a creative genius or not -- Recognizing creative problems -- Creating a centerpiece for your commercial -- Make the spot emotional -- Solving consumer problems without cliches -- Telling your target market what to do -- pt. III. Demonstrating that using your station is not a gamble, but a good, calculated risk -- Calculating return on investment (ROI) and managing client expectations -- Explaining the pure logic of buying your station -- The value of one new customer -- Selling against other media -- Why a local broadcast client should own your station -- pt. IV. Broadcast sales mechanics: how to make your job easier -- Creating concise and customized marketing and advertising proposals -- Break through the commercial clutter: power presentations -- How to negotiate without turning into a pitiful puddle of spineless goo -- Why objections are our friends and logical ways to handle them -- How to close broadcast sales without looking like a jerk -- The value of super-servicing your local client -- Collecting-how to make sure you don't work for free -- How to overcome call reluctance. |
| 596 ## - |
|---|
| -- |
1 2 |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling |
| General subdivision |
Broadcast advertising. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Broadcast advertising. |
| 856 41 - ELECTRONIC LOCATION AND ACCESS |
|---|
| Materials specified |
Table of contents only |
| Uniform Resource Identifier |
<a href="http://catdir.loc.gov/catdir/toc/ecip0719/2007021981.html">http://catdir.loc.gov/catdir/toc/ecip0719/2007021981.html</a> |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
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| Koha item type |
Books |
| 994 ## - |
|---|
| -- |
Z0 |
| -- |
SUPMU |
| 948 ## - LOCAL PROCESSING INFORMATION (OCLC); SERIES PART DESIGNATOR (RLIN) |
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| h (OCLC) |
NO HOLDINGS IN SUPMU - 138 OTHER HOLDINGS |