An Investigation of Factors Affecting the Education and Recruitment of Entry-Level Broadcast Salespeople
AbstractThis study examined the causes of an inadequate number of entry-level sales candidates at U.S. broadcasting stations. It concluded that college broadcast majors are not adequately introduced to sales as a career or trained in media sales. It recommended that broadcasters and educators work together proactively to inform students about careers in radio and television sales. Survey respondents proposed a 7-point action plan for each other. Educators were challenged to offer a media sales course, invite local broadcast sales managers to meet students and faculty on campus, and work proactively to arrange sales internships. Broadcasters were challenged to be proactive on local campuses to instruct and engage students, view development of salespeople as a long-term investment in a steady stream of good people, devise a workable sales internship, and offer an entry-level compensation package that is competitive with comparable beginning sales jobs in other industries.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Bibliographic InfoArticle provided by Taylor & Francis Journals in its journal Journal of Media Economics.
Volume (Year): 18 (2005)
Issue (Month): 3 ()
Contact details of provider:
Web page: http://www.tandfonline.com/HMEC20
You can help add them by filling out this form.
reading list or among the top items on IDEAS.Access and download statisticsgeneral information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Michael McNulty).
If references are entirely missing, you can add them using this form.