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book-part9

CHAPTER 10

Managing Sales: An Insider’s View

Lisa Poe-Howfield

General Manager for KVBC TV 3—Las Vegas, Nevada

Contents

Chapter Objectives... 245

Introduction.............. 245

The Sales Division... 247

A New Approach to Selling Media........... 250

A Day in the Life of Wendy Y. Shelton..... 256

Summary.................. 266

What’s Ahead........... 267

Case Study 10.1 CNA (Customer Needs Analysis)....... 267

Case Study 10.2 The Pitch.................. 268

References................ 269

It is difficult to produce a television documentary that is both incisive and probing when every twelve minutes one is interrupted by twelve dancing rabbits singing about toilet paper.

Rod Serling

CHAPTER OBJECTIVES

The objective of this ...

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