Developed to introduce students to the constantly changing field of media sales, this class will provide them with experience from hands-on projects and "real world" wisdom from class lectures, many of which are delivered by guest speakers on a variety of issues surrounding this field.
Some of the key issues addressed include setting goals, prospecting for clients, creating and delivering strong proposals, overcoming objections, closing a sale, managing client expectations, and maintaining long-term relationships. Students are introduced to theories dealing with personal relationship building, which include elements of consumer psychology.