Course description
Sales in Sport Business
Sports have long been a cornerstone to our society, but only in recent history has the industry truly monetized with an expected value in 2021 of over $500 Billion USD. Ticket sales, corporate partnerships, sports marketing, sponsorships, merchandise, broadcast rights, product licensing, and other areas of revenue generation allow fans to be a part of the entire experience, both in the stadium and out. This course mainly focuses on professional sports.
This course is taught by professionals from across different areas of the industry, and provides a foundation in the principles and significance of sales and revenue generation in the business of Sport through a mix of theoretical fundamentals and practical application. The course will touch on ticket sales, corporate sales, and group sales. It will also cover elements of being a sales manager and characteristics of successful sales people in the sports management field. It covers key sales and revenue generation elements such as:
- The Sports Sales Process
- Relationship-Building
- Customer Service
- Business Development
Completion of this course will provide students with the essential skills to become successful sales executives in the field of Sport.
Who should attend?
Prerequisites
Completion of SPRT1x Sport Management Foundations is recommended.
Training content
Sales in the landscape of sports
- The sport product
- Sales staff models
- Products & Pricing in Ticket Sales
Different types of sales and prospecting
- Business to Business Sales
- Business to Consumer Sales
- Sponsorships & Marketing
- Prospecting
Guiding customers through the sales funnel
- Needs Analysis
- Presenting Solutions
- Overcoming Objections
- Obtaining Commitment
Closing the deal and managing the relationship
- Retention and Referrals
- Communication
- CRM (Customer Relationship Management)
Course delivery details
This course is offered through University of Alaska Fairbanks, a partner institute of EdX.
3-5 hours per week
Costs
- Verified Track -$149
- Audit Track - Free
Certification / Credits
What you'll learn
- Apply the sales process
- Apply data decision making techniques as it relates to sales
- Describe and apply commonly used sales tactics
- Identify commonly used terms in sales including but not limited to the core sport product, CRM, B2B, B2C, Sales Funnel and objections
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