Course Code: SPRT 5504
Academic Year: 2020-2021
This course is aimed at providing an in-depth understanding of the sales process and its key role in the sport business environment. Students examine the sales strategies of various sport organizations. Course material includes the selling process applicable to a wide variety of sport settings such as; individual and group ticket sales, game day promotions, season tickets, events, program registrations, and customer relationship management programs. Students also examine the challenges faced by sport managers in the sales process and the strategies to effectively deal with them. As a capstone exercise for this course, students implement a sales strategy for a sport organization.