COM234 Media Account Management (8)

The focus of this subject is on developing account management presentation strategies, and the execution of those strategies. Personal selling strategies and techniques are applied in authentic media selling and promotions situations and settings, including radio. The importance of maintaining the client relationship beyond the sale is also examined.

Subject availability
Session 2 (60)
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 understand and differentiate the core roles and functions of account management personnel in communication based organisations;
  • be able to prepare, deliver and review a client presentation;
  • be able to plan and complete an individual work schedule for a client presentation;
  • be able to recognise and evaluate the core elements of an effective client presentation; and
  • be able to identify strategies for maintaining client relationships.
The subject will cover the following topics:
  • Developing a presentation strategy
  • Presentation planning
  • Establishing account management teams
  • Account management personnel: radio, agency and direct selling roles
  • Closing the sale and building the partnership
  • Evaluation: determining client relationship effectiveness
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.