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Index
Cover
Half Title
Title Page
Copyright Page
Table of Contents
Preface
1 Introduction
2 Positioning Competing Media/Positioning NCE Stations
3 Getting Started/Getting Organized
4 A Strategy for Success
5 Sales Call Reports
6 Writing Proposals
7 Handling Objections/Role-playing
8 Selling Without Ratings/Using RAB Research
9 Writing Underwriting Announcements
10 A Salesperson’s Dilemma/Ethics
11 Closing
12 Radio Economics
13 Sales Promotion
14 Résumés/Interviews
15 Review/Final Exam
Appendix A Syllabus
Appendix B Positioning Worksheet
Appendix C Sample Proposal
Appendix D Sample Résumé
Appendix E Sample Cover Letter
Appendix F Course Evaluation
Author Index
Subject Index
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