Index to J 318 Lecture Notes and Discussion

Date of Lecture	Lecture Topics
1/28	What is Selling
1/30	Ethical Issues in Selling
2/4	Selling Yourself
2/6	Time Management Techniques
2/11	Prospecting
2/13	Cold Calling Techniques
2/18	More on Cold Calling Techniques
2/20	Communication Principles
2/25	Negotiation and Getting to Yes
2/27	Media Terms
3/4	Guest Lectures - Lamar Advertising
3/6	Advertising Objectives and Positioning Strategies
3/11	Guest Lecture - Jack Miller, Premier Advertising
3/13	Class Suspendend. Write Reaction Papers
3/18	Mid-Term Exam, no lecture
3/20	Creativity and Creative Thinking
4/1	Creative Execution
4/3	Copywriting for Print

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