Sport Development and Sales – SMGT 632

CG • Section 8WK • 11/08/2019 to 04/16/2020 • Modified 07/27/2021

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.

For information regarding prerequisites for this course, please refer to the Academic Course Catalog.

Rationale

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 the Course Overview.

Discussions (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, along with other valuable resources. 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 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.

Incentive Plan Assignments (2)

The Incentive Plan Assignment requires you to use the skills gained in this module to complete an incentive plan for a sport or entertainment event. After selecting a professional sports team, college athletic department, or other sport related organization to serve as the basis for your plan, you will share in 500-1000 words an overview of the research behind your plan which will entice fans to attend an event.

Submitted in two parts - the Incentive Plan: Part One – Overview Assignment provides an overview of the subject, and the Incentive Plan: Part Two – Final Assignment refines the incentive plan to strengthen the argument for why this incentive plan will be successful to your sport organization. 

Sales Script Assignments (2)

The Sales Script Assignment requires you to use the skills gained in the 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 your script, you will share in 500-1000 words an overview of the research behind the components of your script which will entice fans to make a purchase.

Submitted in two parts - the Sales Script: Part One – Overview Assignment provides an overview of the subject, and the Sales Script: Part Two – Final Assignment refines the script to strengthen the argument for why this script will be successful to your sport organization. 

Activation Plan Assignments (2)

The Activation Plan Assignment requires you to use the skills gained in this module to complete an activation plan for one chosen sponsor for your sport organization. After selecting a professional sports team, college athletic department, or other sport related organization to serve as the basis for your plan, you will share in 500-1000 words an overview of the research behind your plan which will demonstrate how you will leverage this chosen sponsor within your sport organization. Describe the variety of activities you will implement to fulfill the sponsorship agreement.

Submitted in two parts - the Activation Plan: Part One – Overview Assignment provides an overview of the subject, and the Activation Plan: Part Two – Final Assignment refines the script to strengthen the argument for why this script will be successful to your sport organization. 

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. You are to locate a book of your choosing that is in alignment with the topics of the modules within this course. Once a book has been chosen, you will follow the instructions below. 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.

Book Review: Final Assignment

This assignment asks students to delve deeper into a topic and requires you 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, you will compose a proper review of the book along with recommendations for the sport professional.

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. Students will have 60 minutes to complete each quiz.