MEDIA BASICS

• TV: Nuts and Bolts
• Advertising Basics
• Nielsen Media Research
• Reading the Rating Book
• Media Advantages and Disadvantages
• Pulling Ratings by hand
• Making Estimates
• Packaging
• Making a Media Buy
• Cume Concept
• Post Buy Analysis

ADVANCED MEDIA KNOWLEGE

• Inventory Management
• Estimating for and Selling Specials and Special Packages
• Estimating for and Selling Sports Packages
• Political Buying/Environment/Legalities
• Buying / Selling for the Movie Business
• Using Promotions in Media Buying
• Where do CPPs Come From?

MOTIVATIONAL COURSES

SELLING

• The Avail Process – Start to Finish
• New Business
• Preparing Historical Information
• Gaining Competitive Information
• Making Calls with Your Manager
• Presentation Skills
• Pre-Call Planning
• Face Calls
• Selling Value
• Inventory Management
• Negotiation is Communication
• Learning to Ask Questions
• Handling Objections
• Promotions and Added Value in Selling

MANAGEMENT

• Leadership Development Series
• Training the Trainers
• Role Playing
• Evaluations
• Recruiting and Hiring
• Creating a Team Environment
• Social Styles
• Effective Communication/Listening Skills
• Plus/Delta