Sport Management 495H - S-Sports Sales Strategy

This course is an experiential learning course requiring students to engage in the actual selling of local sport properties. By the conclusion of the course, the student will, through discussion, investigation, role-playing, strategic analyses, field experience and guest lectures, understand how the concepts of relationship selling and aftermarketing impact the sales process; understand the various sales methodologies used in sport organizations (personal selling, telemarketing, direct mail, cyber sales, retailing); be able to define and design effective sales campaigns for a wide array of inventory, including tickets, sponsorships, signage, luxury suites, and game program advertising; critically evaluate and select the appropriate methodology to be used with the various types of products to be sold; identify and analyze problems related to initial sales and renewal type sales and be able to formulate alternatives and/or solutions; demonstrate sales presentation skills and demonstrate the ability to sell.

Open to Senior Sport Management majors only. Pre Req: SPORTMGT 321 Application and interview required.