Sales in Sport Business

عن

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 will learn

• Apply the sales process

• Apply data decision making techniques as it relates to sales

• Describe and apply commonly used sales tactics, including marketing strategies.

• Identify commonly used terms in sales including but not limited to the core sport product, CRM, B2B, B2C, Sales Funnel and objections

Skills you learn

• Sports Marketing
• Sales Management
• Critical Thinking
• Sales
• Merchandising
• Sport Business
• Management
• Sports Management

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)

Auto Summary

This foundational course, "Sales in Sport Business," offered by edX, delves into essential sales and revenue generation strategies within the booming $500 billion sports industry. Tailored for aspiring sales executives, it provides insights from seasoned professionals to help you engage fans and drive revenue. Available through Professional and Starter subscriptions, this course is ideal for those looking to build a career in sports sales and marketing.