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MDIA 320 A - Media Sales Management

Campus: Urbana-Champaign


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. Course Information: Prerequisite: MDIA 270 (Introduction to Media Sales).

Special Instructions:

**The MDIA270 prerequisite will NOT be enforced** Students are highly recommended to have a wired high-speed internet connection and a microphone or headset with microphone for course interaction during the live sessions.

Option 1

Number of Required Visit(s): 0

Course Level: Undergraduate

Credit: 3

Term(s): Fall , Spring , Summer


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