More titles to consider

Shopping Cart

You're getting the VIP treatment!

With the purchase of Kobo VIP Membership, you're getting 10% off and 2x Kobo Super Points on eligible items.

Item(s) unavailable for purchase
Please review your cart. You can remove the unavailable item(s) now or we'll automatically remove it at Checkout.


This media sales primer serves as a step-by-step manual to assist students in attaining sales proficiency and confidence. The author employs a practical, hands-on approach, enabling readers to develop valuable professional and interpersonal skills and to improve their options for obtaining sales positions. Underwriting 101 covers the activities involved in sales work, such as developing sales kits and presentations, handling objections, writing proposals, closing, and preparing underwriting announcements. Role-playing, sales promotion, résumé preparation, and interviewing are also covered.

Special features include:

*materials needed to teach the 15 week course, including a syllabus, calls schedule, positioning worksheet, sample proposals, sample résumé, sample cover letter, and course evaluation;
*comments from former students who have secured sales positions upon completion of the course;
*underwriting announcement guidelines for FCC conformation; and
*a guide to Internet research tools for sales presentation enhancement.

Intended for upper-level students in radio or broadcast sales courses, Underwriting 101 will be useful to sales instructors with or without sales experience. It is also appropriate for use in college radio stations, as a resource for sales departments.

Ratings and Reviews

Overall rating

No ratings yet
5 Stars 4 Stars 3 Stars 2 Stars 1 Stars
0 0 0 0 0

Be the first to rate and review this book!

You've already shared your review for this item. Thanks!

We are currently reviewing your submission. Thanks!


You can read this item using any of the following Kobo apps and devices:

  • IOS