Competitive Selling: A Fundamental Approach (to selling magazine ad space).

This book lays out the basics of selling magazine ad space in a hands-on guide. Since its release in 1991 it has sold 4,000 copies. With an estimated 25,000 people who sell magazine ad space in the US, about one in every six have seen “the little red book.”

Available from the American Business Media: (212)661-6360

Reviews:

“Josh Gordon’s Competitive Selling: A Fundamental Approach is just that. It gets down to the nitty-gritty in a straightforward, entertaining manner, offering timely and useful information along the way.”

Sales & Marketing Management magazine

“Josh Gordon, president of Gordon & Associates and a space sales veteran, takes you through the entire selling process. He doesn’t rely on his expertise alone. Well-known figures in the advertising world, including Barbara McNair, general ad manager for Barron’s, Jack Haire, ad manager at Entertainment Weekly, magazine maestro Peter Diamandis and others back up almost every point the author makes.”

  Business Marketing

Testimonials:

"...a welcome primer for the advertising space sales professional…some of the best thoughts of sellers and buyers in the print media business.”

John Wickersham, President, Bill Communications (now at VNU)

“Today’s complex marketplace is like a minefield facing the person selling ad space. Competitive Selling shows even the experienced space salesperson how to travel that dangerous ground safely and successfully.”

Rance Crain, President, Crain Communications

“…a must read for anyone in the publishing business.”

Steve Florio, President and CEO, The New Yorker (now CEO at Conde Nast)