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University of Northern Iowa Department of Communication Studies Electronic Media Division 48E:136 Electronic Media
Sales and Promotion Fall
2004 Instructor: Dr. Joyce Chen Office Hours:
TTh 2:00-3:30pm Office: 321 Lang Hall W 1-3pm Office Telephone: 273-2574 Or
by appointment Class Meeting Time: TTh
11-12:15pm 311 Lang Required Textbook: Warner, C.,& Buchman, J. (2004). Media selling: Broadcast, cable, print,
and interactive, (3rd ed.). Ames,
IA: Iowa State Press Course Objectives: By the end of the semester
you will gain better understanding of sales with a variety of media formats
ranging from newspapers, broadcast and cable television, radio, yellow page,
magazines, interactive, and outdoor media. The discussion of media sales will
be related to strategies of sales, marketing research, and advertising. Guest
speakers will be invited to help students become aware of real world’s
practical experiences. Assignments and
Presentations: There will be three
assignments, counting 60 percent of the final grade. Two are sales related
and one for sales advertising. Presentations will play an important role in
organizing classroom activities. It will be taken into account as part of the
grade for your sales assignments but not for the advertising assignment.
Regarding the Sales Proposal paper, you need to do research in a local based
business on its marketing objectives and strategies, promotion/advertising
efforts, and sales achievement. Then, you will propose suggestions for its
advertising budget. The requirements
for each assignment will be described in handouts. Attendance &
Participation: Since this course emphasizes practice, we will have quest speakers, class presentations, and class project based discussions. I do take your attendance into account for your final grades. You are given two unexcused absences without losing your points. Please use the “allowance” for the occasions such as a doctor appointment, called on job, someone’s birthday or wedding, etc. Please let me know in advance if you cannot come to the class. In addition, be sure to participate in class discussions actively. “The University of Northern Iowa is an Affirmative Action
Equal Opportunity Institution.
Students with disabilities and other special needs should feel free to
contact the professor privately if there are services or adaptations which
can be made to accommodate specific needs.” Class Projects: By the end of each
chapter, there is a section of “Project.” The projects recommended by the
authors will be used either for class exercises or the preparation for
assignments. The projects done in class will be graded as Class Projects that
count 20 percent of the final grade. Test: There will be one test,
counting 10 percent of the final grade. The test will cover the assigned
readings and the class projects. Grading: The grading composition is shown as follows:
The letter grading scales
are shown as follows:
The grades will be weighed
by the percentages shown above and combined to result in your final grade.
Assignments are due at the beginning of class on the due date, unless
otherwise stated. The penalty for a
late assignment is 1 percent deduction for each day late. Any
late assignment accepted will be graded based on the reduced percentage. Tentative Class Schedule: 8/24 (T) Syllabus Sales and Station Management 8/26 (TH) The
Marketing/Media Ecology and Selling Ch. 1 The Marketing Media Ecology Ch. 2 Selling: Perspectives and Approaches 8/31 (T) Ch. 3 Sales
Ethics Ch. 4 The AESKOPP System of Selling Class projects 9/2 (TH) Discussion: Class
projects 9/7 (T) Attitude,
Emotional Intelligence, and Skills Ch. 5 Attitude Ch. 6 Emotional Intelligence Assignment #1: Sales Proposal 9/9 (TH) Ch. 7 Skills:
Effective Communication, Effective Listening, and Understanding People 9/14 (T) Ch. 8 Skills:
Influence and Creating Value (class projects) 9/16 (TH) Ch. 9 Skills:
Prospecting and Identifying Problems (class
projects) Ch. 10
Skills: Generating Proposals (class
projects) 9/21 (T) Ch. 11 Skills:
Presenting (class projects) 9/23 (TH) Ch. 12 Skills:
Negotiating and Closing (class
projects) Ch. 13
Skills: Servicing (class projects) Assignment #2: Sales Negotiation & Closing 9/28 (T) Ch. 14 Business
and Finance (class projects) Ch. 15
Marketing (class projects) 9/30 (TH) Ch. 16 Media
Research (class projects) 10/5 (T) Review 10/7 (TH) Test 10/12 (T) Assignment #2
Due, Presentation: Sales Negotiation & Closing 10/14 (TH) Ch. 17 Advertising (Guest Speaker: Gary Kroeger, creative director of the Mudd Group) Assignment #3: Commercial Analysis & Writing 10/19 (T) Ch.18 Newspaper (Guest
Speaker: Stacy A. Stubbe, sales executive, Iowa
Farm Bureau
Spokesman) 10/21 (TH) Ch. 19
Broadcast Television (Guest Speaker: general sales manager Tim Weaver, KWWL) 10/26 (T) Ch. 20 Radio (Guest Speaker: Cindy Hall, general sales manager, Radio Group) 10/28 (TH) Ch. 21 Cable
Television (Guest Speaker: Andy Pepper, general sales manager, Mediacom) 11/2
(T) Assignment #3 Due, Presentation:
Commercials 11/4 (TH) Ch. 22 Yellow
Pages 11/9 (T) Ch. 23 Magazine Ch. 24
Interactive 11/11 (TH) Flexible 11/16 (T) Ch. 25 Outdoor Ch. 26 Media
Comparisons: Advantages and Disadvantages 11/18 (TH) Ch. 27
Opportunities: Direct and Agency Selling 11/23 (T) Flexible 11/25 (TH) Thanksgiving
(No Class) 11/30 (T) Ch. 28
Preparation and Persistence: Organization and Time Management Ch. 29 The
Future of Media Selling 12/2 (TH) Presentation:
Sales Proposal 12/7 & 9 Presentation:
Sales Proposal; Assignment #1 Paper Due 12/16 (TH) 10-11:50 am Finals Week Flexible |