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Dec 26, 2024
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2022-2023 Academic Catalog [Archived Catalog]
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SPTM 427 - Selling in the Business of Sport – Practice I
Credits: 3
In the Results-Centered Sales Concentration of the Rawlings Sport Business Management program, this course introduces students to the skills for a successful sale, taking them through the relationship-building aspects of the sales cycle. Students learn how to apply the results-centered sales approach to each aspect of the sale from building trust with a customer to anticipating and resolving concerns. Students practice listening, assessing and tailoring, and determining true versus false concerns. Practical applications and case analyses, including an analysis of “the lost customer”, will play a large role in student learning.
Prerequisite: SPTM-426
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