COM233 Media Sales Communication 1 (8)
CSU Discipline Area: Communication (COMUN)
Duration: One session
Abstract:
This is the first subject in the professional suite of subjects dealing with the sales function within a media organisation with a focus on the commercial radio industry. This subject introduces students to the craft of selling. This subject examines the basics of salesmanship and selling techniques, introducing students to the key skills of identifying the right market segment, prospecting, and planning for personal selling in a media environment. It introduces direct selling and provides exercises that enhance the direct selling process.
+ Subject Availability Modes and Locations
| Session 1 | |
|---|---|
| Internal | Bathurst |
Continuing students should consult the SAL for current offering details: COM233
Where differences exist between the Handbook and the SAL, the SAL should be taken as containing the correct subject offering details.
Assumed Knowledge:
Enrolment restrictions:
Bachelor of Arts (Communication - Commercial Radio) Access to computer and internet/email facilities is essential
Objectives:
Upon successful completion of this subject, students should:
- be able to identify a target market and set up a prospecting plan for diverse markets
- be able to describe common closing techniques in sales
- be able to describe time and territory management issues related to personal selling
- be able to discuss the fundamentals of planning a sales call
- be able to examine current legal and ethical standards of practice in personal selling
- be able to recognise the importance of sales communication as a marketing tool for the commercial media
Syllabus:
The subject will cover the following topics:
- importance of personal selling in the marketing environment and media environment - personal selling opportunity and buyer motivation theory - creating value with a relationship strategy - ethics in selling - creating product solutions - prospecting - developing a presentation strategy - negotiation - closing techniques - servicing the sale and building the partnership
The information contained in the 2013 CSU Handbook was accurate at the date of publication: 24 April 2013. The University reserves the right to vary the information at any time without notice.