SPMT*3220 - Sales, Sponsorship and Stakeholder Engagement in Sport

Course Description

This course introduces key tactical applications and practical concepts for future professionals in sport management and covers the major topics of sales, sponsorship and stakeholder engagement in the sport and event industry. The topic of sales includes learning sales techniques and processes related to tickets, suites, sponsorship, merchandise, and other products in the industry. The course delves deeper into sponsorship to build an understanding of this promotional tool. This course addresses engagement as one of the key success factors in the sport business today.

What You'll Learn

By the end of the course, the learner should be able to:

• Demonstrate knowledge with some of the major concepts, principles and research findings related to sport properties, including events: the importance of sales of tickets, sponsorship, merchandise, and suites
• Articulate the importance of understanding and using different platforms for stakeholder engagement to increase sport event participation and spectatorship
• Apply advanced sales skills that focus on the buyer decision making process in providing solutions not just products and services
• Show critical appreciation of the principals for enhancing fan and participation engagement in events
• Develop comprehension in how to sell and negotiate on value, not price

Note:

Additional Technical Requirements

This course will use the following:

• Respondus tool to invigilate one or more exams.

Please view the Technical Considerations.