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This is a complete guide to planning and implementing advertisement sales, in a format which can be applied to any publishing context. The author has distilled the entire contents of his successful media sales training courses into a single volume. The book starts with an explanation of how the industry works, and then guides readers through the skills and processes involved in each stage from lead-sourcing through to closure. Also included is a summary of the career prospects and salary expectations offered by the industry to new recruits.