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 Availability Modes and Location

Session 1
On CampusBathurst 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

Duration Grading System School:
One sessionHD/FLSchool of Communication and Creative Industries

Assumed Knowledge


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


The 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

Work Place Learning

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.


The information contained in the 2018 CSU Handbook was accurate at the date of publication: 19 March 2018. The University reserves the right to vary the information at any time without notice.