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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.

What you'll learn

  • The Sports Sales Process
  • Relationship-Building
  • Customer Service
  • Business Development
  • 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
  • The sport product
  • Sales staff models
  • Products & Pricing in Ticket Sales
  • Business to Business Sales
  • Business to Consumer Sales
  • Sponsorships & Marketing
  • Prospecting
  • Needs Analysis
  • Presenting Solutions
  • Overcoming Objections
  • Obtaining Commitment
  • Retention and Referrals
  • Communication
  • CRM (Customer Relationship Management)

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Rating Not enough ratings
Length 4 weeks
Effort 3 - 5 hours per week
Starts On Demand (Start anytime)
Cost $149
From University of Alaska Fairbanks via edX
Instructors Peggy Keiper, Jon Nachtigal, Michelle Gulino, Travis Misner
Download Videos On all desktop and mobile devices
Language English
Subjects Business
Tags Business & Management

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Business Generation Representative $38k

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Head of Demand Generation $56k

Generation Dispatcher $62k

Procurement- Wind Generation $66k

Generation Modeling Analyst $67k

New Business Generation $78k

Opportunity Generation Specialist $88k

Master Generation Dispatcher $90k

Senior Generation Analyst $93k

Generation Engineering Group $97k

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Rating Not enough ratings
Length 4 weeks
Effort 3 - 5 hours per week
Starts On Demand (Start anytime)
Cost $149
From University of Alaska Fairbanks via edX
Instructors Peggy Keiper, Jon Nachtigal, Michelle Gulino, Travis Misner
Download Videos On all desktop and mobile devices
Language English
Subjects Business
Tags Business & Management

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