Professional Selling Practices and Negotiations

Course Code: AMM 5006

Academic Year: 2021-2022

This course, delivered by a media professional, will focus on the skills required to be a successful advertising media sales representative in today's sophisticated and rapidly changing advertising world. Students will learn that media sales is a highly skilled profession and will focus on developing proficiency in the skills required to help them maximize their success. The emphasis is placed on the consultative approach and will include an in-depth study of questioning techniques to uncover client needs. Also included in this course are communication style theory, role plays, presenting and written sales proposals. Students will also be exposed to Win-Win negotiating.