COURSE OUTLINE Course title Media Selling

This course provides knowledge of audiovisual media market and the specific market sector: the advertising market ... Besides that, the course also forms students with sales skills in media industry ... With more than 40% of practical activities over the total amount of course hours, students will be exposed to real projects coming from the companies, and have to deal

COURSE OUTLINE

(To be applied to:  Main Semester/  Extra Semester - …, School year: …)

A Course Specifications:

Total

periods

Lecture/

Seminar

Laboratory/

Studio Activity Fieldwork

Self-study periods

Lecture room

Lab room Fieldwork

(1) = (2) + (3) + (4) + (5) = (7) + (8) + (9)

B Other related Subjects:

Other related Subjects Course ID Course title

Prerequisites:

1. MK308DV01 Integrated Marketing Communication (IMC)

2 TT205DV01 Media production process- the work flow

Co-requisites:

1.

…

Other required:

1.

…

C Course Description:

This course provides knowledge of audiovisual media market and the specific market sector: the advertising market Besides that, the course also forms students with sales skills in media industry With more than 40% of practical activities over the total amount of course hours, students will be exposed to real projects coming from the companies, and have to deal

with audiovisual industry standard in selling and working with different project’s stakeholder profiles

D Course Objectives:

1 Understand the sales skills

2 Understand the concepts and terminology of AV product selling

3 Understand and use tools and common techniques in media selling

E Learning Outcomes:

1 Capacity to commercialize any AV products using selling techniques and

selling systems in media industry

2

Ability to understand the media market, assess customer needs and build a

technical approach basing on particularity of the AV products, as well as

be able to participate in building the pricing strategy, marketing, strategy

for these products

F Instructional Modes:

This course is conducted by instructors of the core issues in the theory classes and small groups of students divided to analyze case studies

* Teaching in the classroom:

- Wholesale maximum for classroom instruction is 60 hours lecture class name is 30 periods, occurred in 15 weeks, meaning that there is one lesson per week lasting 4 more Lecturers will be conducted in Vietnamese, English slides Students read documents in English and Vietnamese

- Prior to the class before students are forced to read in the documents requested by the teacher

In class instructors will emphasize concepts and ideas important or difficult

- The problem can not understand discuss with friends or suggest additional instructor

* Case study

- Student participation will turn the case study group from week 4 to week 15

- Make plans to work on the case study will take place as follows:

- Find damask case study with content provided by the teacher

- Analysis and implementation of the professional requirements under the guidance of faculty and presentation

G Academic Integrity

Academic integrity is a fundamental value that affects the quality of teaching, learning, and research at a university To ensure the maintenance of academic integrity at Hoa Sen University, students are required to:

1 Work independently on individual assignments:

Collaborating on individual assignments is considered cheating

2 Avoid plagiarism

Plagiarism is an act of fraud that involves the use of ideas or words of another person without proper attribution Students will be accused of plagiarism if they:

i Copy in their work one or more sentences from another person without proper citation

ii Rephraser, paraphrase, or translate another person’s ideas or words without proper attribution

iii Reuse their own assignments, in whole or in part, and submit them for another class

3 Work responsibly within a working group

In cooperative group assignments, all students are required to stay on task and contribute equally to the projects Group reports should clearly state the contribution of each group member

Any acts of academic dishonesty will result in a grade of zero for the task at hand and/or immediate failure of the course, depending on the seriousness of the fraud Please consult Hoa

Sen University’s Policy on Plagiarism at http://thuvien.hoasen.edu.vn/chinh-sach-phong-tranh-dao-van To ensure the maintenance of academic integrity, the university asks that students report cases of academic dishonesty to the teacher and/or the Dean The names of those students will be kept anonymous

H Textbooks and teaching aids:

1 Required Textbooks and Materials:

Selling Today, Gerald L Manning and Barry L Geece, , 9th edition, Prentice Hall, 2005

Lectuer’s power point

2 Suggested Course Materials:

a [1] Trần Đình Hải, Bán hàng và Quản trị Bán hàng, NXB Th ống

kê, 2004

b [2] The million dollar media rep (Micheal Guld, The Guld Resource Group 2005)

c [3] Communication Channel Planning (Unilever – 2000)

d [4] Advanced Brand Comunication (Unilever – 2000)

e [5] Media Selling (Charles Warner, NXB Wiley-Blackwell 2009)

f [6] Sản xuất chương trình truyền hình (Trần Bảo Khánh - NXB

Văn hóa Thông tin 1999)

g [7] Phim ngắn, (Hội điện ảnh Việt Nam – 1996)

I Assessment Methods (Requirements for Completion of the Course):

Test 1 Quick test – Theory and ability 10% Week 4

Test 2 Case study or exercises - TV 30% Week 5 to Week 8 Test 3 Case study or exercises – Digital

media

30% Week 9 to Week 13

Test 4 Case study or exercises – Movie

industry

30% Week 14 to Week 15

Teaching Staff:

No Professor’s name Email, Phone number,

Office location

Office hours Position

1 Mai Ngọc Tuyết Vân mntvnz@yahoo.com

0937004646

Invited lecturer

2 Hà Đình Tùng Tung.hadinh@hoasen.edu.vn

J Outline of Topics to be covered (Learning Schedule):

Part 1: Sale skills – 2 periods

1 The Marketing Concept

Knowledge:

Advertising Media research Media channel: TV, Print, Digital, Cinema, Radio

– Strength vs Weakness

1 lecture - Tùng

2 Selling skills:

- Generating Solutions, Proposals, and Presentations

- Effective Communications

-Negotiating and Closing the Sale

- Services

1 lecture + quick test

– Vân

10%

Part 2: Media selling on TV - 5 periods

3 TV Media industry in Vietnam: Lanscape and

market structure

1 buổi - Vân

5 Case study 1: What can be sold on News 1 buổi - Vân

6 Case study 2: What can be sold on Entertainment

Genre – Music show –live music show

1 buổi - Vân

7 Case study 3: What can be sold on Entertainment

Genre– gameshow - Genre for kids

1 buổi - Vân

Part 3: Digital media industry : 5 periods

8 Digital Media industry in Vietnam: Landscape and

market structure

Topic 1: Content Advertising: PR-Forum

1 buổi Bình Lương

10 Topic 2: Content Advertising : Youtube 1 buổi – Minh Khoa

confirmed

12 Topic 3 Content Advertising : Facebook - Wrap up 1 buổi – Minh Khoa

Part 4: Film industry : 3 periods

13 Film industry in Vietnam

Terminology

1 buổi

K Department Head’s comments (Don’t deliver this sheet to students): Prepared by:

Hà Đình Tùng Lecturer

Date: _ / /

Revised by:

Date: _ / /

Evaluation:  Good  Satisfactory

Date: _ / / (attach the evaluation form together with this course outline)

Issued under Decision No ./QĐ-BGH date by Rector of Hoa Sen

University