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Commercial media today are almost solely dependent on advertising revenue for their profitability and ultimate survival in a multichannel marketplace. This course will examine the process of revenue generation by local stations, cable operators, broadcast and cable networks; the structure of sales departments, interaction with other departments (news, programming, engineering, finance, promotion, public affairs) and will look at the customer base from the viewpoint of the media seller and media buyer. We will also look at the human side of the equation; how sales teams are hired, motivated, coached, compensated, and evaluated. Additionally, we will examine the role of sports, websites, programming decisions and Nielsen ratings and their effects on sales.

College/Department: Antoinette Westphal College of Media Arts Design
Repeat Status: Not repeatable for credit