Sport Development and Sales – SMGT 632

CG • Section 8WK • 11/08/2019 to 04/16/2020 • Modified 07/28/2020

Course Description

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, theory, and framework 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.

Measurable Learning Outcomes

Upon successful completion of this course, the student will be able to:

  1. Demonstrate successful sales techniques appropriate for the sport industry ability.
  2. Identify and utilize the necessary prospecting procedures to expand the sport organizations’ donor/sponsoir base.
  3. Demonstrate knowledge of the foundational framework associated with sponsorship and sales.
  4. Foster positive relationships necessary for a vibrant development office and for successful customer retention.
  5. Develop a comprehensive strategic plan for organizational account management.
  6. Utilize technology for effective ecommerce sales within the sport organization.
  7. Choose to conduct sport development and sales from a Christian Worldview perspective.

Course Assignment

Textbook readings and video lecture presentations/notes.

Course Requirements Checklist

After reading the Syllabus and Student Expectations, the student will complete the related checklist found in Module/Week 1.

Discussion Board forums (4)

Four (4) discussion questions will be posted in order to generate interaction among students in regard to relevant current course topics. Current and archived issues of the national sports publication SportsBusiness Journal will be used as the basis for research and discussion. Students are required to post one thread of at least 400 words by Sunday, 11:59 p.m. (ET) of the first week the discussion board is assigned. Students must post four replies of at least 200 words by Sunday, 11:59 p.m. (ET) of the second week of the discussion board.

Writing Assignments (8)

There will be eight short, hands-on, real world writing assignments of approximately 500 words each that must be completed during the course. Detailed instructions and a rubric can be found in Blackboard.

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 reading and study materials found in that module. Students will have 60 minutes to complete each quiz.