Antonio Virgili-Rodríguez e-mail(Login required)

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Antonio Virgili-Rodríguez e-mail(Login required)

Abstract

77
This article analyzes different types of radio sales management. First of all, it classifies advertisers according to their buying behavior. Secondly, it describes the different sales relationships between radio sales representatives and advertisers. And finally, it maintains that two strategies are prevalent in radio sales management: sell for market share and sell for profits. Both use radio advertising offer in different ways. Sell for market share looks mainly for increasing revenues; sell for profits tries to increase revenue, but also it takes account of how advertising is sold. Rate integrity, personal selling, and even the type of advertiser are different in this two types of radio sales management strategies.

Keywords

Radio, Advertising, Management

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