Using Experiential Client-Based Projects in Sport Sales Courses

David Pierce
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David Pierce: Indiana University-Purdue University Indianapolis, Indianapolis, USA

International Journal of Marketing and Sales Education (IJMSE), 2018, vol. 1, issue 1, 1-19

Abstract: Sales has gradually gained traction in the sport management programs over the past 15 years. This article examines the extent to which client-based experiential projects are used in sport sales courses and determines if teaching practices are different in client-based and non-client-based courses. Online survey responses were received from 36 of 85 sport management programs that offer a sport sales course. Results indicated that 58.3% of sport sales courses utilized a client-based experiential sales project. The sports properties that partner with sales classes the most are college athletics, minor league teams, and Big Five professional sports teams. Clients provided students with leads in 55% of the projects. The most popular organizational model was the independent model, which was employed by 70% of the courses engaging in a client-based project, followed by the on-campus and in-venues models. Client-based courses were more likely to use mock sales calls, guest speakers, and the Sales Huddle game. Implications for teaching client-based experiential courses are addressed.

Date: 2018
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