Sales in Sport Business

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Syllabus

WEEK 1 - Where sales fits 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

WEEK 4 - Closing the deal and managing the relationship

  • Obtaining Commitment
  • Retention and Referrals
  • Communication
  • CRM (Customer Relationship Management)

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