Program Overview

COM233 Media Sales Principles

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

The subject outlines and assessment tasks are updated each session.

Availability

The subject is available in Session 1, with classes held on the Bathurst Campus.

Grading System

The grading system for this subject is HD/FL.

Duration

The subject is one session in duration.

School

The subject is offered by the School of Communication and Creative Industries.

Assumed Knowledge

Students are assumed to have completed 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 assess 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-day compulsory workplace learning component, where students 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.