COM233 Media Sales Principles (8)

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.

Subject Outlines
Current CSU students can view Subject Outlines for recent sessions. Please note that Subject Outlines and assessment tasks are updated each session.

Availability

Session 1 (30)
On Campus
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.

Subject Information

Grading System

HD/FL

Duration

One session

School

School of Communication and Creative Industries

Assumed Knowledge

COM113

Learning Outcomes

Upon 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

Syllabus

This 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

Workplace Learning

This subject contains a 4 days Compulsory Workplace Learning component.

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.

Contact

Current Students

For any enquiries about subject selection or course structure please contact Student Central or ask@csu.edu.au or phone on 1800 275 278.

Prospective Students

For further information about Charles Sturt University, or this course offering, please contact info.csu on 1800 275 278 (free call within Australia) or enquire online.

The information contained in the 2018 CSU Handbook was accurate at the date of publication: August 2018. The University reserves the right to vary the information at any time without notice.

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