Course Description
Dive into the exciting world of sports business management with this comprehensive course on sales and revenue generation in the sports industry. As part of the Sport Business Management Professional Certificate program, this course offers a unique blend of theoretical knowledge and practical applications, focusing on professional sports organizations. With an industry valued at over $500 billion USD in 2021, understanding the intricacies of sports sales and revenue generation is crucial for anyone looking to make their mark in this dynamic field.
What students will learn
- Apply the sports sales process effectively
- Utilize data-driven decision-making techniques in sales
- Implement commonly used sales tactics and marketing strategies
- Understand and apply key industry terms such as core sport product, CRM, B2B, B2C, Sales Funnel, and objections
- Develop essential skills for becoming a successful sales executive in the sports industry
Prerequisites
While not mandatory, it is recommended that students complete the SPRT1x Sport Management Foundations course before enrolling in this program. This course is designed for those with an introductory level of knowledge in business and management.
Course Coverage
- The sports sales process
- Relationship-building in the sports industry
- Customer service strategies for sports organizations
- Business development techniques in sports
- Ticket sales, corporate sales, and group sales
- Sales management and characteristics of successful salespeople
- Data-driven decision making in sports sales
- Marketing strategies specific to the sports industry
- Business-to-business (B2B) and business-to-consumer (B2C) sales in sports
- Sponsorships and marketing opportunities
- Customer Relationship Management (CRM) in sports
Target Audience
This course is ideal for aspiring sports business professionals, current sports industry employees looking to enhance their skills, and anyone interested in understanding the sales and revenue generation aspects of the sports industry. It's particularly beneficial for those aiming to become sales executives in professional sports organizations.
Real-world Application
The skills acquired in this course are directly applicable to various roles within the sports industry. Graduates can pursue careers in ticket sales, corporate partnerships, sports marketing, sponsorships, merchandise sales, and sports media. The knowledge gained will enable learners to develop effective sales strategies, build strong client relationships, and drive revenue growth for sports organizations.
Syllabus
Week 1 - Sales in the landscape of sports
- The sport product
- Sales staff models
- Products & Pricing in Ticket Sales
Week 2 - Different types of sales and prospecting
- Business to Business Sales
- Business to Consumer Sales
- Sponsorships & Marketing
- Prospecting
Week 3 - Guiding customers through the sales funnel
- Needs Analysis
- Presenting Solutions
- Overcoming Objections
- Obtaining Commitment
Week 4 - Closing the deal and managing the relationship
- Retention and Referrals
- Communication
- CRM (Customer Relationship Management)
Course Keywords
sports-sales, revenue-generation-in-sports, sport-business-management, sales-tactics-in-sports-industry, sports-marketing-strategies, sports-revenue-streams, ticket-sales-in-sports, corporate-sales-in-sports, group-sales-in-sports, sports-sales-process, sports-media-rights, product-licensing-in-sports, sports-merchandise-sales, sports-sponsorship-opportunities, business development in professional sports organizations
