Benefits Matrix - A benefits matrix that aids media salespeople 
to position their benefits according to a prospect's business needs and personal
motivations, attributes, needs, and style.  A blank Benefit Matrix is included.

Business Opportunity and Disposition Report - A report from Media Selling 
that is essential for keeping track of pending business and for maximizing revenue.

Call Structure and Overcoming Objections Outline

Checklist for Customized, Solutions-Based Presentations - 
A checklist for killer sales presentations from Media Selling.

"Close to the Customer on the Telephone" - The rules of telephone courtesy, 
including guidelines for how to answer the telephone so that customers are 
not run off.

"Compensating Media Managers" - A section of Chapter 7 of Media Sales
Management that contains recommendations on how to pay broadcast managers and 
executives, including sales managers.  

"Compensating Media Salespeople" - A paper that provides a thorough discussion of 
current sales compensation trends in America and how media companies are behind 
the times.  They do not use compensation to gain a competitive advantage. Several 
compensation plans are recommended.

"Creating an Online Revenue Budget"
How to estimate a revenue budget for an advertising-supported Web site.

Creativity Definitions - Definitions of creativity.

Creativity Enhancing Techniques - An outline of techniques that 
can enhance the creative process.

Discovery Questions - A list of questions from Media Selling 
that salespeople should ask customers during the discovery 
process that will provide information about a customer's 
business, advertising and marketing goals, strategies, budgets, 
and challenges.

Effective Listening Workbook

"Effective Sales Meetings" - How and when to run effective 
sales meetings, from a section of Chapter 7 of Media Sales Management.

"E-mail Tips" - Research indicates people waste three hours a day reading 
poorly written emails.  Here are ten tips for writing effective emails.

"Emphasizing Budgets Gives the Wrong Message to Salespeople" - Sales managers
often pound salespeople about making revenue budgets, which gives the wrong message to 
salespeople. There's a better way to use revenue budgets.

"Employee Turnover: Who's At Fault?" - It is managers, not 
compensation, that are the primary cause of employee turnover. 
This paper outlines how to reduce turnover.

"ESPN Pricing" - In 1987 ESP acquired the rights 
to air NFL football and offered a unique, creative pricing model to local cable systems.

"Financial Calculations" - A paper that demonstrates
how to calculate the useful concepts of present value (PV), 
net present value (NPV), and rate of return of an investment.

"Game Theory - Sales: Answers"
Suggested answers to the "Game Theory - Sales" case. 

Hiring Decision Scale Workbook - A workbook that is a companion to the 
Interviewing Guide and takes you through how to develop your own scale.

Hiring Workbook - Sales

"How to Develop a Winning Strategy" - An article based on strategy and game 
theory literature that provides guideline for developing effective strategies and making 
some winning strategic maneuvers.

"How to Hire the Best People" - Chapter 4: "Sales Talent" from
Media Sales Management that includes how to structure a 
selection interview, what to look for in candidates, and 
what questions to ask.

"How to Improve Collections" - Methods for improving a station's collections 
and shrink an aging list.

"How to Manage Creative People in the Media" - Creative people are different and require 
different management techniques, which are outlined in this paper

"How to Write an Advertising Success Case Study"
This paper gives instructions on how to write an advertising 
success case study and how to do it if a client says, "Don't use
my name."

"How to Write a Case Analysis"
This paper provides students with the appropriate format and
structure for writing a detailed analysis of a case study.
	 
"How to Write a Case Study"
This paper gives instructions on how to format, structure, and write
an original, armchair case study.

"How to Write a Media Ethics Case Analysis"
This paper gives students instructions on how to format, structure,
and write a case analysis for a Media Ethics course.

"Interviewing Guide" - An interviewing guide that contains the 
questions to ask in an interview for a sales job and a Hiring Decision Scale.

List of Human Needs

"Managing Up" - Advice to people on how to manage up--manage their boss.
 
Negotiating and Closing Outline

Negotiating and Closing Planner

"Performance Coaching for Salespeople" - A paper that emphasizes the 
importance of regular performance coaching and discipline without punishment.

"The Polo Assumption" - A paper that tells two stories about the 
legendary CBS Television Network salesman Frank Hussey and one that reinforces the fallacy of 
making the assumption that everyone behaves the way you do.

"The Prisoners' Dilemma and the Mini-Max Strategy" - An explanation of 
the most well-known strategic game, including how to use a decision tree, 
a payoff matrix, and the mini-max strategy in making decisions. 

"The Radio Rate Card Game" - An exercise for salespeople to learn how to 
build a rate card and packages.

"Radio and Television Sales Staff Profiles, Compensation, and Practices" - 
Results of a survey of radio and TV stations for the RAB and TVB in 1991.

"Recognition and Appreciation Are Vital for Salespeople" - Recommendations 
on how to set up formal recognition programs for salespeople--these programs 
are less expensive and more motivating than money.

"Return On Advertising Investment" - A paper that shows how to construct 
a ROI analysis that shows that advertising is an investment, not an expense, 
and can increase a company's overall ROI and stock price.

"Rules for Brainstorming" - Guidelines for conducting an effective brainstorming 
session.

"Sales Audit" - A description of a sales audit for a sales organization.

"Sales Contests" - A section from Chapter 7 of Media Sales Management about 
how to run sales contests for maximum, fun, motivation, and profits.

Sales Service Survey

"Sales Training in Media Organizations: Achieving and Evaluating Results"- How to tell 
if sales and management training works. 

"Television News Self-Examination Checklist" - A checklist for News Directors 
to see if their news has a sustainable competitive advantage--all the elements 
that make up winning newscasts.

"Television Reporter Package Checklist" - A checklist used by the University 
of Missouri School of Journalism to evaluate reporters' packages.  

"The Three Stages of Raising Money" - The three stages of raising capital 
for a new enterprise and the differences between financing a company with 
debt or equity.

"Treat Employees Like Volunteers With a Mission" - If you want employees to be 
highly motivated, treat them like volunteers--as though they did not have to 
work for you--and give them a meaningful mission statement.

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