Offered
Caulfield First semester 2008 (On-campus block of classes)
Synopsis
This unit will provide a background on the theory of business to business sales techniques and customer relationship building and management within a sales team environment. It will then demonstrate how this is applied in the media sales industry by a range of different companies.
Objectives
The learning goals associated with this unit are to:
- design sales techniques and strategies focusing on business-to-business communications, including customer identification, relationship building and the achievement of goals and objectives
- acquire presentation skills from public speaking to small and large groups, addressing individuals and using a range of tools such as power-point, documents, published selling materials, the telephone, e-mail and the internet
- communicate effectively in writing through the use of concise, relevant and attractive proposals
- formulate and practice the use of appropriate negotiation techniques that produce mutually satisfying outcomes within the framework of the media industry's pricing structures and media space and time inventory management.
Assessment
Within semester assessment: 60%
Examination (2 hours): 40%
Contact hours
One week block
