RTVB 2339
Broadcast Sales

Western Texas College

  1. Basic Course Information:
    1. Course Description: Instructions in sales methods, audience measurement, station promotion, and public relations.
    2. Any required prerequisites: FULFILL THE  REQUIREMENTS TO BE AN ADMITTED STUDENT TO WESTERN TEXAS COLLEGE 
  2. Student Learning Outcomes:  
    1. Analyze and compare ratings information on specific audience profiles; create station promotions supporting sales plans; calculate cost per thousand (CPM); and develop a sales proposal based on a defined budget and aimed at a specific demographic profile. Measurement by both exam and higher degree of proficiency in sales presentations and completion of sales promotion package
  3. Major Course Requirements:
    1. Analyze and compare ratings information on specific audience profiles; create station promotions supporting sales plans; calculate cost per thousand (CPM); and develop a sales proposal based on a defined budget and demographic profile. Student will also execute and demonstrate an advertising campaign for a client.
    2. Measurement by both exam and higher degree of proficiency in sales presentations per the grading rubric and completion of a sales promotion package for a client.
  4. Major Course Requirements
    1. Major Requirement 1: To learn various sales techniques in Radio Broadcast Sales including how to handle customer objections , listen to customer needs , research potential clients, understand the overall selling process and design a radio promotion. Hint!! – This is a class about sales-students will be required to participate verbally in class.
    2. Major Requirement 2:  Students will be required to participate in Role Play, write ad copy and record ad copy written. Be prepared to discuss material.
  5.  Information on Books and Other Course Materials
    1. equired Books: (2) Little Red Book of Sales Answers, Gitomer & Why Customers Don’t Do What they’re supposed to do. Fournies Revised and updated Ed.
    2. Calculators: Standard function needed.
    3. Other:  Grades will be given on completed assignments which may include; topical papers, ad copy, ad copy recorded, role play sales presentations, class presentations of radio promotional campaigns.
  6. Other Policies, Procedures and important dates
    1. Academic Integrity: Refer to the WTC Catalog, available both in hard copy and online; assigned papers are put through an integrity-comparison test to detect plagiarism.
    2. ADA Statement:  Western Texas College is an equal opportunity institution and is in compliance with the Americans with Disabilities Act. Any student who has a physical, emotional, or learning disability can apply for accommodations through the Counseling Center. Individual programs are designed to give students with disabilities equal access to all phases of college life
    3. Special Assistance : If, as a result of a disability, a student needs special assistance to participate in a class, the counselor is to be notified immediately so that the prescribed process can be initiate
    4. Affirmative Action: Western Texas College is an equal opportunity institution and is in compliance with the Americans with Disabilities Act.
    5. Drop/Withdrawal
    6. Exam Schedule
  7. Course Organization and Schedule

Week Number

Section/Online Work

Week 1

Getting Started
Gitomer-Read pp. 3-30
Fournies – Read Part 1
Start looking for Client

Week 2

Test Part 1-
Gitomer – Read pp 21 -30
Fournies – Read Sections 3-5 of Part II

Week 3

Gitomer – Read pp 31-42
Fournies – Read Sections 6-8 /Write Ad Copy

Week 4

Test Fournies Part II – Sections 3 – 8
Gitomer – Read 43-55
Fournies – Read Sec 9
Special Speaker – Ad Sales

Week 5

Gitomer – Read 57-63
Fournies – Read Sec. 10/ Arbitron Paper Start

Week 6

Gitomer – Read 64-74
Fournies – Read Sec 11-12     Role Play

Week 7

Test Fournies Sec 9-12
Film / Speaker ; TBD

Week 8

Gitomer – Read 76-86
Fournies – Read Sec 13
Role Play – Write Ad Copy

Week 9

Gitomer – Read pp 87-95
Fournies – Read Sec 14-16 / Begin work on Promotional Campaign

Week 10

Gitomer – Read pp 95-106
Fournies – Read Sec 17-18

Week 11

Gitomer – Read pp 107-123
Fournies –Read Sec  19-20

Week 12

Test  Sec   Fournies  13-20/ Gitomer – Read pp 124-136
Fournies – Read Sec 21-24
Film/Speaker

Week 13

 

Week 14

Gitomer – Read pp 137-152 / Work on Promotional Campaign

Week 15

Gitomer – Read pp 153-197/ Present Campaigns Final Exam-Finish Campaign Presentations

Week 16

Semester Ends

Disclaimer:  Schedule and content is subject to change at the instructor’s discretion.

 

Last Modified: August 19, 2015