Underwriting 101

<p>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. <i>Underwriting 101</i> 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.<br><br> Special features include: <br><br> *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; <br> *comments from former students who have secured sales positions upon completion of the course; <br> *underwriting announcement guidelines for FCC conformation; and <br> *a guide to Internet research tools for sales presentation enhancement. <br><br> Intended for upper-level students in radio or broadcast sales courses <i>Underwriting 101</i> 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.</p>