COM234 Media Sales Communication 2 (8)
CSU Discipline Area: Communication (COMUN)
Duration: One session
Abstract:
This subject is the second stage in the media sales sequence, building on prior learning from COM233. The focus of this subject is on developing a presentation strategy, negotiating buyer concerns, building a client partnership and the communication styles useful for managing the relationship process. Using a case study approach the subject integrates the role and operations of the sales and station promotions process.
+ Subject Availability Modes and Locations
| Session 2 | |
|---|---|
| Internal | Bathurst |
Continuing students should consult the SAL for current offering details: COM234
Where differences exist between the Handbook and the SAL, the SAL should be taken as containing the correct subject offering details.
Prerequisite(s):
Enrolment restrictions:
Bachelor of Arts (Communication - Commercial Radio)
Objectives:
Upon successful completion of this subject, students should:
- be able to identify the key issues in preparing, delivering and reviewing a sales presentaiton
- be able to highlight and communicate the key benefits of a product or service
- be able to demonstrate an understanding of the strategy for overcoming client objections to proposals
- be able to plan and complete an individual work schedule
- be able to understand the fundamental issues in monitoring work progress and professional development
- be able to identify the difference between a sales promotion and a station promotion
- be able to recognise the core elements of an effective station promotion
Syllabus:
The subject will cover the following topics:
- developing a presentation strategy - presentation planning - sales demonstrations - negotiating buyer concerns - closing the sale and building the partnership - servicing the partnership - self-managment: time, territory and records - communication styles in managing selling relationships - sales promotions vs station promotions - evaluation: determining effectiveness
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.