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Sales Management in Sports: How to Lead Your Sales Team Effectively

The goal of this course is to examine the elements of an effective sales force as a key component of a sports organization’s total marketing effort. Gain an extensive understanding of marketing reach and the potential impact in achieving organizational goals. Gain a better understanding of the sales process, the relationship between sales and marketing; sales force structure; customer relationship management (CRM); the use of technology to improve sales force effectiveness; and issues in recruitment, selection, training, compensation, and retention of salespeople. The course content is especially useful for those who plan on managing ticketing or sponsorship departments or sales forces. Guest lectures by industry experts will be a significant part of the class experience.

More details

You'll Walk Away with

  • An understanding of the ticketing and sponsorship sales process and cycle
  • The ability to identify, hire, and train effective sales team members
  • An understanding of ticket packages, strategic marketing, and sales force management
  • The skills to effectively set incentive structures for sales teams
  • Knowledge of CRM systems and other technology

Ideal for

  • Mid-level sales professionals
  • Marketing managers
  • Career changers
  • Sports enthusiasts
  • Students interested in running a sales department with a sports organization
NO open sections available for this course at the moment. Please check back next semester.