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Selling Electronic Media by Ed Shane

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8

Selling Radio Advertising

In the fall of 1962, there was a big parade in Griffin, Georgia, then a town of about 15,000 people located about 40 miles south of Atlanta. I don’t remember the occasion, but there must have been a football game that weekend. High school bands, clowns, and city dignitaries filed from Highway 75 around the town’s main street, where the pool hall, the variety store, and the radio station were located.

It’s the radio station that counts in this story. WRIX wanted to serve the citizens of Griffin who couldn’t make it to the big parade, so we snaked a long mike cable to the front of the building, giving us a second-floor vantage point. The station’s sales manager sat in the window, watched the activity, and described the ...

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