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University of Alaska Fairbanks: Sales in Sport Business

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As a successful sales executive, you can help fans become part of the experience, both in the stadium and out. Learn key sales and revenue generation strategies from professionals within the sports industry, which is valued at more than $500 billion this year.

Sales in Sport Business
4 weeks
3–5 hours per week
Self-paced
Progress at your own speed
Free
Optional upgrade available
Sales in Sport Business

About this course

Skip About this course

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.

At a glance

  • Institution: AlaskaX
  • Subject: Business & Management
  • Level: Introductory
  • Prerequisites:

    Completion of SPRT1x Sport Management Foundations is recommended.

  • Language: English
  • Video Transcript: English
  • Associated programs:
  • Associated skills: Sports Management, Merchandising, Sales Management, Sport Business, Sales, Sports Marketing

What you'll learn

Skip What you'll learn
  • 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

Syllabus

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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)

This course is part of Sport Business Management Professional Certificate Program

Learn more 
Expert instruction
3 skill-building courses
Self-paced
Progress at your own speed
3 months
3 - 5 hours per week

Ways to take this course

Choose your path when you enroll.

Verified Track

Audit Track

Price

$229 USD

Free

Access to course materials

Unlimited

Limited

Expires on Oct 26

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edX support

Shareable certificate upon completion

Graded assignments and exams

Read our FAQsin a new tab about frequently asked questions on these tracks.

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