4

Sales Management

The organizational structure of the specific sales department you’ll work in is difficult to predict. The number of employees and the support level of any sales department is influenced by market size and by the volume of sales dollars that the organization generates. For instance, you’ll find that some large-market television stations have a director of sales, a general sales manager, a local sales manager, a national sales manager, a retail sales manager, a co-op manager or coordinator, a research director, a sales staff of 15 or more employees, an army of sales assistants, and a traffic director.

On the other hand, in a small-market, owner-operated radio station, you might see the owner doing double- or triple-duty as general ...

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