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
Session 1 (30)
On Campus
Bathurst Campus
Continuing students should consult the SAL for current offering details. 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
One session
School 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
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.

Current Students

For any enquiries about subject selection or course structure you will need to contact your Course Director. You can find the name and contact details for your Course Director in your offer letter or contact your School office.

Prospective Students

For further information about Charles Sturt University, or this course offering, please contact info.csu on 1800 334 733 (free call within Australia) or enquire online.

The information contained in the 2017 CSU Handbook was accurate at the date of publication: June 2018. The University reserves the right to vary the information at any time without notice.