MDIA 320

Fall 2016 All Classes

All Classes

Media Sales Management

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Credit: 3 hours.

This course addresses conceptual and methodological issues related to the management of sales within media organizations. Responsibilities, function and skills necessary to be an effective media sales manager are covered, including an evaluation of sales organization structures, recruiting, selecting, testing, and training of media salespeople. Related topics include compensation plans, controlling expenses, sales forecasting/projections, routing, quotas, ethics and motivation. It will consist of class lectures, in-class activities, role playing exercises and also include guest lecture from industry leaders/alumni with experience in media sales management.

Prerequisite: MDIA 270 (Introduction to Media Sales).

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MDIA 320 class schedule data for fall 2016
	CRN	Type	Section	Time	Day	Location	Instructor	Section Details
	66560	Online	A	6:00PM -6:50PM	W	n.a.	Gilliland, M	Part of Term: A Date Range: 08/22/16-10/14/16 Section Info: Students are highly recommended to have high speed internet connection (preferably not wireless), a microphone or headset with microphone for course interaction during the live sessions. If any approval is needed, or if you have questions, please contact the instructor at mlgilli@illinois.edu. She will get right back to you. Thank you.