Books

• Media Selling: Digital, Television, Print, Audio, and Cross-Platform, 5th Edition,(2020). Wiley.
• Media Selling: Television, Print, Radio, and Interactive, 4^th Edition.  (2009). Wiley-Blackwell.
• Media Selling: Broadcast, Cable, Print, and Interactive. (2003) (First co-author), Blackwell Professional (formerly Iowa State Press) .
• The 100 Best Ideas for Community Service/Public Affairs Projects, (1995). NBACA.
• Broadcast and Cable Selling, 2^nd Edition. (First co-author). (1991). Wadsworth Publishing Company.
• Broadcast and Cable Selling. (1986). Wadsworth Publishing Company.

Case Studies

Creativity/Innovation

• “Creative Casey” (DOCX)

Economics/Finance

• “Bob’s Budget Busters” (DOC)
• “Charlie’s News Website” (DOCX)
• “Freebird Budget” (DOC)
• Freebird Budget Sample Spreadsheet (XLSX)

Competitve Strategy and Game Theory

• “Game Theory–Programming #1” (DOCX)
• “Game Theory–Programming #2 (DOCX)
• “Game Theory–Sales” (DOC)
• Game Theory–Programming #2-Answers (DOCX)
• “Helicopter Wars” (DOC)
• Helicopter Wars Answers (DOC)

General Management

• “Company Values” (DOCX)
• “The Great SOB” (DOC)
• “In Trouble” (DOC)
• “KPAC-TV’s New News Director” (DOCX)
• “KQIP-TV’s New General Manager” (DOCX)
• “Gary Maitland” (DOC)
• “News Strategy” (DOCX)
• “The Promotion Problem” (DOCX)
• “When Mediocracy Meets Tragedy” (DOC)
• “The Wrong Person” (DOC)
• “You’re the Boss” (DOC)

Journalism/Ethics

• “Community Journalism” (DOCX)
• “KKBT-TV and a Case of Libel” (DOCX)

Sales/Negotiating

• “Janet Creates Value” (DOCX)
• “Janet Negotiates” (DOCX)
• “The Mileage Game” (DOCX)
• “A Salesperson’s Dilemma” (DOCX)

Sales Management

• “Burnout” (DOCX)
• “Friends” (DOCX)
• “In Trouble-Sales” (DOCX)
• “Justin Freedman” (DOCX)
• “Unicom Bank” (DOCX)
• “The Unorthodox Owner” (DOC)
• “WBUZ”s Sales Dilemma” (DOCX)
• “The Wrong Salesperson” (PDF)

Papers

Creativity/Innovation

• “How to Manage Creative People” (DOCX)

Economics/Finance

• Charlie’s Wealth Spreadsheet Example (XLSX)
• “Creating an Online Revenue Budget” (DOCX)
• “The Three Stages of Raising Money” (DOCX)
• “The Time Value of Money” (DOC)

Education

• “How to Write a Case Analysis” (DOCX)
• “How to Write a Media Ethics Case Analysis” (DOCX)

Competitive Strategy and Game Theory

• “The Prisoner’s Dilemma and the Mini-Max Strategy” (DOC)
• “How to Develop a Winning Strategy in the Media” (DOCX)
• “How to Develop a Winning Strategy in the Media” Outline (DOCX)
• “Guidelines for Teams” (DOCX)
• SWOT Analysis (DOCX)
• SWOT Analysis Assignment (DOCX)
• Value Net Assignment (DOCX)

General Management

• “Close to the Customer on the Telephone” (DOCX)
• “Compensating Media Managers” (DOC)
• “Compensating Media Salespeople” (DOC)
• “Employee Turnover: Who’s at Fault?” (DOC)
• “Managing Up” (DOC)
• STAR Method of Interviewing (DOCX)
• “Treat Employees Like Volunteers With a Mission” (DOC)

Journalism/Ethics

• Television News Self-Examination Checklist (DOC)

Sales/Negotiating

• Benefits Matrix Blank (DOCX)
• Benefits Matrix Example (DOCX)
• Big Pumpkin RFP (DOCX)
• Call Structure and Overcoming Objections Outline (DOC)
• Checklist for Killer Presentations (DOCX)
• Effective Listening Workbook (DOCX)
• Effective Meetings Checklist (DOCX)
• “Email Tips” (DOCX)
• Guidelines for Teams (DOCX)
• Negotiating Exercise (DOCX)
• Negotiating and Closing Outline (DOCX)
• Negotiating and Closing Planner (DOCX)
• “The Polo Assumption” (DOCX)
• Pre-Call Research Questions (DOCX)

Sales Management

• “Customer Success Survey” (DOC)
• “Effective Sales Meetings” (DOCX)
• “Emphasizing Budgets Gives Salespeople the Wrong Message” (DOCX)
• Hiring Decision Scale: AE Blank (PDF)
• “How To Hire the Best Salespeople” (PDF)
• “Performance Coaching for Salespeople” (DOCX)
• “Sales Audit” (DOC)
• “Sales Contests” (DOC)
• “Sales Training in Media Organizations” (DOCX)