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Title Underwriting 101 : selling college radio / Shyrl L. Plum.
Imprint Mahwah, N.J. : Lawrence Erlbaum Associates, 2000.


 Internet  Electronic Book    AVAILABLE
Description 1 online resource (x, 208 pages)
Series LEA's communication series
LEA's communication series.
Bibliog. Includes bibliographical references and index.
Note Available only to authorized UTEP users.
Print version record.
Subject Selling -- Radio advertising.
Radio advertising -- United States.
College radio stations -- United States.
United States.
Contents Positioning competing media/positioning NCE stations -- Getting started/getting organized -- A strategy for success -- Sales call reports -- Writing proposals -- Handling objections/role-playing -- Selling without ratings/using RAB research -- Writing underwriting announcements -- A salesperson's dilemma/ethics -- Closing -- Radio economics -- Sales promotion -- Résumés/interviews -- Review/final exam.
Other Title Print version: Plum, Shyrl L. Underwriting 101. Mahwah, N.J. : Lawrence Erlbaum Associates, 2000 0805836527
Other Title Underwriting one hundred one
Underwriting one hundred and one