MDIA 270

Credit: 3 hours.

This course is guided by theory related to persuasion and social influence as it explores prevalent inter-personal and business-focused communication styles, methods and techniques used in the media sales industry. The course will cover the entire media sales cycle, from planning, to research, to setting sales objectives/strategies/goals and then how to effectively negotiate, "pitch" and "close" the sale, and evaluate and measure the sale once it is completed. It will consist of class lectures, in-class activities, role-playing exercises and also include guest lectures brought in from the sales industry.