Module Information

Module Identifier
Module Title
Sales and Distribution
Academic Year
Semester 2
Reading List
Other Staff

Course Delivery



Assessment Type Assessment length / details Proportion
Semester Assessment Written presentation and portfolio  (3,000 words)  60%
Semester Assessment Practical assessment  (30 minutes) Practical assessment focusing on the structure of sales, the IPA and the Waterfall  40%
Supplementary Assessment Written presentation and portfolio  (3,000 words)  60%
Supplementary Assessment Practical assessment  (30 minutes) Practical assessment focusing on the structure of sales, the IPA and the Waterfall  40%

Learning Outcomes

On successful completion of this module students should be able to:

Demonstrate a critical understanding of the sales and distribution process.

Demonstrate an understanding of how the markets and festivals work in the exploitation of film.

Develop an understanding of the Prints and Advertising phase and the exploitation of a film.

Understand the need to work in a professional manner and to apply this to all aspects of the production process.

Demonstrate an understanding of the future of sales and distribution in the digital age.

Brief description

Sales and Distribution is often an afterthought to the film production process. However, it is something that must be dealt with at an early stage of development. This module will look at the various routes to sales and distribution, how to construct a business plan for your film and look at emerging technologies for distribution and the opportunity that digital offers film makers. Effective Sales Agents must be able to negotiate, draw up contracts, and deal with international client and distributor demands. By the end of the course, students will have the knowledge of the various routes to market, and understand how to build a competed business plan and sales strategy for successful exploitation of a film.


1. The Role of the Sales Agents

2. Dividing the copyright by media and territory

3. The Prints and Advertising – what does it take to release a film

4. Different rights and exploitation of those rights in the traditional media.

5. Festivals and Markets

6. From Netflix to the future; New Media and the digital age

7. Marketing

8. Explosion of television, the box set, and catch up

9. The cast in Sales and Distribution

10. Module review

Module Skills

Skills Type Skills details
Application of Number Working out the waterfall as well as closing sales estimates will develop the ability to interpret statistical and mathematical information.
Communication Managing sales and distribution is about communication with all the various aspects feeding into the final mix. Effective communication skills will be developed throughout the module.
Improving own Learning and Performance Formative feedback will be provided throughout the module which will help students to improve their own learning and performance – Not Assessed
Information Technology As part of the module students will required to use industry standard software.
Personal Development and Career planning The module emphasizes work in professionally defined roles on a basic level. The skills gained from this module will enhance the employability of film students.
Problem solving Negotiating a distribution deal and locking the sales estimates is a continuous process of problem solving and compromise. Students will be tested on this individually and as part of a team.
Research skills Students undertake research as part of the tutorial programme and will be assessed on their ability to identify, locate, evaluate and effectively use their knowledge to apply to the issues that arise.
Subject Specific Skills Sales and Distribution skills are wide ranging and will be covered during the module and assessed as part of the written presentation and portfolio of material.
Team work Setting the sales strategy the P&A and marketing strategy of a film will require students to work effectively as a team.


This module is at CQFW Level 6