SMP (08550 320 - Sport Promotion and Sales Management

Credits: 3.00

Students will learn about the roles promotion and sales play in helping sport organizations cultivate steady streams of cash flow. Areas covered will include promotion as part of the sales process; managing the sales process from prospecting to closing, including use of data and analytics in support of sales activities.

Free Note: For undergraduate students only.

Course Learning Goals: After successful completion of this course, students will:

Understand the evolution of professional sport from organized games to big business
Understand the differences and similarities between sport and non-sport businesses and industries
Have a general understanding of the funding needs and funding sources of sport organizations
Be able to develop, plan and implement promotional programs to support sales efforts that include paid media, earned media and owned media
Understand the important role sales plays in funding the contemporary sport organization
Be able to identify the various sales inventories available to contemporary professional and amateur sport organizations
Understand the common methods and practices used in hiring and training sport sales professionals
Have a general understanding of the roles AI and digital technologies/platforms play in the sales cycle
Be able to discuss the issues, opportunities and challenges faced by sport industry promotions and sales staff.