SMGT 632 Sport Development and Sales

This course will provide practical professional sales techniques needed to form a framework for strategic account management. Subsequently, the dynamics associated with building and fostering relationships necessary for a vibrant development office will be thoroughly examined.

A successful sales force in professional sport, sport retail, and manufacturing is a key ingredient for maintaining an organization’s life cycle. Therefore, it is necessary to examine successful sales techniques as well as the foundations, theories, and frameworks associated with sales. Furthermore, collegiate athletic departments and nonprofit organizations are sustained through the development of their donor base. Athletic budgets are met through a strong donor base, so, consequently, it is extremely vital to develop and foster these relationships.

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Course Requirements Checklist

After reading the Syllabus and Student Expectations, the student will complete the related checklist found in the Course Overview.

Discussions (4)

Discussions are collaborative learning experiences. Therefore, the student will complete (4) discussions in this course in order to generate interaction among students in regard to relevant current course topics. The student is required to post an initial thread of at least 400 words the week each initial thread is assigned. Then, the student must post 2 replies of at least 200 words during the second week of each discussion. For each initial thread, the student must support his/her assertations with at least 2 scholarly sources in current APA format. Each reply must incorporate at least one scholarly source in current APA format. Any sources cited must have been published within the last five years. Scriptural references are optional; the student may include them as he/she sees fit based on the topic at hand.  

Incentive Plan Assignments (2)

The Incentive Plan Assignments require the student to use the skills gained in the module in which the overview assignment appears to complete an incentive plan for a sport or entertainment event.

Incentive Plan: Part One – Overview Assignment

After selecting a professional sports team, college athletic department, or other sport related organization to serve as the basis for the student’s plan, he/she will share in 500-1000 words an overview of the research behind his/her plan which will entice fans to attend an event. The student should be sure to identify the sports organization he/she has chosen within the paper. A recommended breakdown of the assignment structure of the incentive plan has been provided within the assignment instructions. This assignment should follow current APA format (excluding the need for a running head, abstract, and headings). A minimum of three academic sources are needed which come from academic journals, texts, and credible websites. This paper should make use of graduate-level writing and be submitted as a Word document. The student should be sure to compare his/her paper to the grading rubric before submitting to Canvas.

Incentive Plan: Part Two – Final Assignment

Using the feedback from the professor from the previous assignment, the student will refine the incentive plan to strengthen the argument for why this incentive plan will be successful to the student’s sport organization. The student should carefully consider the perspective that he/she is being provided the opportunity present this incentive plan to administrators or executives who will approve or reject the idea of future use. Using the Word document from the previous assignment returned from the professor (with comments included), the student will make the recommended changes and submit the same document with his/her additional changes (refine, add, and change). The student will save the Word file as a new document so that he/she can delete all of the professor’s comments in the second submission after the revisions are made.

Book Review Assignments (2)

Book Review: Book Approval Assignment

There is a wealth of knowledge related to sports sales and promotions that can come from a variety of sources. One of these sources includes books written by experts in the field. The student is to locate a book of his/her choosing that is in alignment with the topics of the modules within this course. Once a book has been chosen, the student will include the following information in a Word document regarding the book: a properly APA-formatted reference for the book, a short description (100 words) of why the book aligns with the contents of the course, and another short description of why the student was drawn to the book as an option to assist him/her in growing as a professional. The student will submit this Word document for approval to the sales training module to complete this assignment. Once the book has been approved by the professor, a book review will be completed and submitted in the sport licensing module and also be used for the final discussion board posting. The student should be sure to review the final portion of this book review assignment due later in the course in order to strategically plan and submit the assignment in a timely manner.

Book Review: Final Assignment

This assignment asks students to delve deeper into a topic and requires the student to use compose a complete review of the book which was approved by the professor in the sales training module. After carefully review the grading rubric, the student will compose a proper review of the book along with recommendations for the sport professional. The required length for the paper is between 1,000-2,000 words. The student’s book review will consist of a summary of the book’s content, a critique of the book’s content, and an explanation of how the content of the book connects to an aspiring sports professional. The student should be sure to add quotations directly from the book to support the review. This assignment should follow current APA format (excluding the need for a running head, abstract, and headings). This paper should make use of graduate-level writing and be submitted as a Word document. The student should be sure to compare his/her paper to the grading rubric before submitting to Canvas.

Sales Script Assignments (2)

Sales Script: Part One – Overview Assignment

The Sales Script Assignment requires the student to use the skills gained in the assigned module to explain the components for a quality sales telemarketing script for a sport organization. After selecting a professional sports team, college athletic department, or other sport related organization to serve as the basis for the script, the student will share in 500-1000 words an overview of the research behind the components of his/her script which will entice fans to make a purchase. The student should be sure to identify the sports organization that will be used for the assignment. A recommended breakdown of the assignment structure of the sales script analysis has been provided within the assignment instructions. This assignment should follow current APA format (excluding the need for a running head, abstract, and headings). A minimum of three academic sources are needed which come from academic journals, texts, and credible websites. This paper should make use of graduate-level writing and be submitted as a Word document. The student should be sure to compare his/her paper to the grading rubric before submitting to Canvas.

Sales Script: Part Two – Final Assignment

Using feedback from the professor from the previous assignment, the student will refine the script to strengthen the argument for why this script will be successful to his/her sport organization. The student should carefully consider the perspective that he/she is being provided the opportunity present this sales script analysis to administrators or executives who will approve or reject the idea of future use. Using the Word document from the previous assignment returned from the professor (with comments included), the student will make the recommended changes and submit the same document with his/her additional changes (refine, add, and change). The student will save the Word file as a new document so that he/she can delete all of the professor’s comments in the second submission after the revisions are made.

Activation Plan Assignments (2)

Activation Plan: Part One – Overview Assignment

The Activation Plan Assignment requires the student to use the skills gained in the assigned module to complete an activation plan for one chosen sponsor for his/her sport organization. After selecting a professional sports team, college athletic department, or other sport related organization to serve as the basis for the his/her plan, the student will share in 500-1000 words an overview of the research behind his/her plan which will demonstrate how he/she will leverage this chosen sponsor within the student’s sport organization. The student will describe the variety of activities he/she will implement to fulfill the sponsorship agreement. The student should be sure to identify the sports organization that will be used for the assignment. A recommended breakdown of the assignment structure of the sales script analysis has been provided within the assignment instructions. This assignment should follow current APA format (excluding the need for a running head, abstract, and headings). A minimum of three academic sources are needed which come from academic journals, texts, and credible websites. This paper should make use of graduate-level writing and be submitted as a Word document. The student should be sure to compare his/her paper to the grading rubric before submitting to Canvas.

Activation Plan: Part Two – Final Assignment

Using feedback from the professor from the previous assignment, the student will refine the script to strengthen the argument for why this script will be successful to the student’s sport organization. The student should carefully consider the perspective that he/she is being provided the opportunity present this activation plan to administrators or executives who will approve or reject the idea of future use. Using the Word document from the previous assignment returned from the professor (with comments included), the student will make the recommended changes and submit the same document with his/her additional changes (refine, add, and change). The student will save the Word file as a new document so that he/she can delete all of the professor’s comments in the second submission after the revisions are made.

Quizzes (8)

There will be eight (8) open-book quizzes (one for each module) that will need to be completed during the weeks in which they are assigned. Each quiz will contain ten true-false and multiple-choice questions, and cover all of the required Learn materials found in that module. The student will have 1 hour to complete each quiz and each quiz will allow for one attempt.