COM233 Media Sales Principles (8)
Abstract
This subject provides students with an introduction to the fundamental theory and practice of selling. It situates the selling process within a contemporary media environment - specifically radio based media organisations. The subject explores how sales success is achieved by understanding the relationship between buyer and seller and the need to create customer value. It provides a focus on the personal selling process and examines the development of partnerships through providing value added client solutions based on ethical standards of practice. |
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+ Subject Availability Modes and Location
Session 1 | Internal | Bathurst Campus |
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.
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Subject informationDuration | Grading System | School: |
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One session | HD/FL | School of Communication and Creative Industries |
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Learning OutcomesUpon successful completion of this subject, students should:
- be able to identify core stages and techniques in the sales process
- be able to understand the fundamentals of planning a sales call
- be able to discuss current legal and ethical standards of practice in personal selling
- be able to asses the role of sales communication as a marketing tool for the commercial media
- be able to strategically plan a radio sales presentation
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SyllabusThe subject will cover the following topics:
- The sales setting: structure of the sales department in a radio organisation
- The importance of personal selling in the marketing environment and media environment
- The buying process and buyer behavior motivation theory
- Creating product solutions
- Developing and qualifying a prospect base
- Developing a presentation strategy
- Building the partnership: servicing the sale
- Personal selling in today's radio market place
- Communication styles and ethics: The foundations of selling
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Work Place LearningThis subject contains a Compulsory Workplace Learning component of 4 days duration.
Students are to undertake 16 hours of work experience at Bathurst Broadcasters with the option to undertake a further 8 hours. Students are required to maintain a daily journal of their work experience which is assessed to achieve an S or US grade for their experience.
This subject contains a Compulsory Workplace Learning component of 4 days duration.
Students are to undertake 16 hours of work experience at Bathurst Broadcasters with the option to undertake a further 8 hours. Students are required to maintain a daily journal of their work experience which is assessed to achieve an S or US grade for their experience.
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The information contained in the 2015 CSU Handbook was accurate at the date of publication: 01 October 2015. The University reserves the right to vary the information at any time without notice.