The marketing/media ecology -- Selling : assumptions, approaches, and types of selling -- Sales ethics -- The AESKOPP system of selling -- Attitude -- Emotional intelligence -- Skills : effective listening and understanding people -- Skills : influence and creating value -- Skills : prospecting...

Provides a practical introduction to the media planning and buying process. Emphasizing basic media planning and buying calculations along with the practical realities of offering plan alternatives and evaluating the plan, this edition incorporates three topics - consolidation, consumer control,...

"The eighth edition of The Media Handbook continues to provide a practical introduction to the media planning and buying processes. Starting with the broader context in which media planning occurs, including a basic understanding of competitive spending and target audiences, the book takes...