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.  

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 
media 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

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 ESPN acquired the rightst o 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 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.

"How to Write and Media Ethics Final Paper"
This paper gives students instructions on how to format, structure,
and write a final paper 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. 

"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 TV News Directors to see if their news has a sustainable competitive advantage.
It contains all the elements that make up winning local TV station 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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