Index 1010 WINS, 279, 286­7, 288­90, 329 A ABC in Australia, 13­14, 52­3, 139, 170, 269, 489 ABC News, 245­6, 250­1, 257, 438 Accents, 172­3, 213­14 Access methods, radio, 4, 24, 66, 160, 184, 222­3, 284, 286­96 Acknowledgements, fundraising and giving, 435­6, 442­3 Action studies, 467 Active voices, 203­4, 268­9, 271­2, 279­80, 407­8, 416­23 promotions, 363­4 rules, 380­1, 395, 407­8 Africa, 42, 102, 189, 222­3, 455, 489 Age factors: call screening, 169 LifeStage Demographics, 347, 447­60 Aim for the Heart (Tomkins), 428 Airchecking, 28, 30­2, 35­7, 50, 62, 83­118, 278 see also Feedback Alan Eisenson, 103­5 Andy Beaubien, 95, 114, 117 bad airchecking, 90­3, 96­7, 98, 99­105, 116­17 basic rules, 86­8, 106­8, 118 Bernard Gershon, 108­9 neglected talent, 105 Nicholas Negroponte, 88, 106 "Objection Busting" tactics, 93­4 pause uses, 110, 277­8 preparation uses, 118 problems, 90­3, 96­7, 98, 99­105, 116­17 quality callers, 113­14 questions to ask, 111­13 Randy Lane, 93, 95, 105, 110 reactions to criticism, 86­7, 107­8, 118 real stories, 98­105, 116­17 reluctant programmers, 93­4 respect factors, 105, 107 risk taking, 114­15