Legends Presentation

TEAM 5 - USE THE (SALES)
FORCE
Robert Curran Dean Lucas
Nora Boussatta Hayley Duren
Ashley Barba Isabella Jimenez
Nate Harka Daniel Moshkovich
Khalid Ali
Topic Question:
What should a sport management curriculum include to

prepare future students for life in our business?
Current Sport Management Issues
● No knowledge of potential jobs/career paths
● Lack of professional development
● Lack of networking skills
● Low selection of applicable classes (ex: sales, CRM)

Professor Feedback
“I think, in general, many faculty rely on theory and do not have enough experience themselves. They should be out
working in the field or have a career in sport first and then switch to academia to provide context to students. I also think sport
management students should take a non-sport business core and then do their Jr/Sr classes as sport management majors.” -
OHIO UNIVERSITY
“One of the things I think most sports management curricula need is a course in innovation management. While each league
varies, they all seem to have a habit of waiting to see someone else try an innovation and succeed before anyone else will try
something new. As a result, teams aren't especially well equipped to respond to shifting environments. That really all starts
back with what colleges/universities teach - how can you be innovative in business practices, fan experiences and engagements,
in order to bring in new audiences?” - ILLINOIS COLLEGE
“It’s not what you know, and it’s not who you know, it’s who knows you and who likes you. I make it mandatory that my
students complete 3 internships and attend several career conferences. Getting the students involved in networking and getting
them exposure to hiring managers and companies is huge. I’d also recommend that they learn to play golf, it’s an important
networking tool. A book I tell people to read is The 7 Habits of Highly Effective People.“ - INDIANA UNIVERSITY
Vision Mission
To provide an understanding of essential To provide students with exceptional
communication and business principles educational opportunities that prepare students
necessary to effectively administer operations to be productive professionals with the
within the sport industry knowledge, skills and dispositions to make
critical, beneficial, professional and personal
decisions
Sport Management Curriculum - Classes
Foundations of
Sport Media Social Media
Sport Ethics in Sport Sport Marketing
Management Branding
Management
Strategic
Management of
Sport Law & Database Global & Corporate
Sports Ticket Sales Sport
Organization Management Partnerships
Organizations
Economics of Sport
Professional Internship Internship in Sport
Business, Finance Event Practicum
Development Seminar/Mentorship Management
and Politics
Sports Ticket Sales
● Types of Ticket Sales
● B2B vs. B2C
● Group Sales
● Identifying Prospects and How to Prospect
● Diminishing Time Triangle
● Call Flows
● Role-Plays
Sports Ticket Sales (continued …)
Sports Ticket Sales (continued …): Sales Culture
• Attitude and Teamwork Required Readings:

• “How To Win Friends and
• FILO
Influence People” - Dale Carnegie
• Training Development • “Outliers” - Malcolm Gladwell
• “Leadership and Self-Deception:
• Sales Career Advancement
Getting Out of the Box” - The
• Service Arbinger Institute
• “Selling Is An Away Game” -
• Sales & Service Contests Lance Tyson
Question: Say ‘yes’ or ‘no’ in the chat if you
believe that Sports Ticket Sales should be made
a concentration for Sport Management Majors,
and why?
Database Management
CRM… What is it?
● Customer Relationship Management

○ Understand and grow evolving customer behavior
○ CRM systems concentrate on a customer’s likelihood to purchase
■ Hot Lead, Long Term Prospect, Not in the Market
■ Examples - Microsoft Dynamics, Salesforce, SAP
● Sports Industry: Customers need..
● Consistent Communication
● Well-Documented Info
● Logical Timeline
End goal? Increase a customer’s lifetime value
Database Management Class: CRM Simulation Project
Purpose: To become familiar with how to use a Customer Relationship Management

system
Simulation Project:
● Teacher/student simulation of real life experiences using a CRM

● Customer profiles with targeted information:
■ Upgrading ticket packages
■ Objection from past experience
■ Entering across different leagues
● Develop a script based on the situation how they will approach these leads
● Grading based on approach, evaluation, and documentation
Corporate & Global Partnerships
Purpose Authentic Real Sponsorship Process
Sales, Business Operations &

Focus on Professional Strategy, Insights & Analytics,
Importance of the Network Partnership Marketing & Activation
Learning
Question: If you were to choose an area in
sponsorship to work in, which one would you
choose? Respond with your number!
1. Sales
2. Business Operations & Strategy
3. Insights & Analytics
4. Partnership Marketing & Activation
Social Media Branding
Purpose: Examine how social media (Facebook, Twitter, and others) is changing the communication
landscape of sports
● Marketing Trends
● Search Engine Optimization (SEO)
● Web Design
● Content Strategy/Calendar
● Campaigning Approaches
● Community Management
● Social Media Analytics
● Digital Storytelling
Social Media Branding: Campaign Project
Campaign includes:
● Website
● YouTube Channel
● Instagram, Facebook, Twitter, etc.
Campaign Assessment:
● Campaigning Approaches
● Content Calendar/Strategy
● Follower Engagement
● Data Analytics
Question: As a Sport Management Major, was there ever a
requirement for hosting an event?
Capstone Class: Event Practicum
● Students implement everything learned
● Students create, plan, and host a sport related event
● Opportunity to work with a department desired
● Evaluation: turnout of the event
● Goal: provide practical sport industry experience
Event Practicum Example
Before During Class Event/Post-Event
● Applying ● Event Info ● Check-In

● Mission Statement ● Weekly Objectives ● Connecting
● Type of Event ● Who’s Attending
● Marketing Plans ● Evaluation
● Shadow-for-the-Day ● Thank-You
● Feedback in Class
● Improvement
Professional Development
Purpose: To familiarize students with the skills required to help secure employment
opportunities
● Resume / Cover Letter Workshop
● LinkedIn Networking / TeamWork Online Profile Builder
● Job / Internship Searching
● Mock / Informational Interviews
● Salary Negotiation
● Attire
Professional Development: Mentorship
Purpose: Our mentorship program aims to

assist students in building their professional
and personal careers with guidance from
established alumni
Program includes:
● Mentor/Mentee pairing
● Yearly reflection papers
● 3 check-in calls per semester
● In-person meetings
Summary
Question Recaps
1. Question: Say ‘yes’ or ‘no’ in the chat if you believe that

Sports Ticket Sales should be made a concentration for Sport
Management Majors, and why?
2. Question: If you were to choose an area in sponsorship to
work in, which one would you choose? Respond with your
number!
1. Sales
2. Business Operations & Strategy
3. Insights & Analytics
4. Partnership Marketing & Activation
Questions?
Thank you for your attention!
&
Group 5 THANKS YOU for teaching us the
LEGENDS WAY!

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TEAM 5 - USE THE (SALES)

What should a sport management curriculum include to

● No knowledge of potential jobs/career paths

● Lack of professional development

● Lack of networking skills

● Low selection of applicable classes (ex: sales, CRM)

● Types of Ticket Sales

● B2B vs. B2C

● Identifying Prospects and How to Prospect

● Diminishing Time Triangle

• Attitude and Teamwork Required Readings:

CRM… What is it?

● Customer Relationship Management

Purpose: To become familiar with how to use a Customer Relationship Management

● Teacher/student simulation of real life experiences using a CRM

Sales, Business Operations &

Before During Class Event/Post-Event

● Applying ● Event Info ● Check-In

● Resume / Cover Letter Workshop

● LinkedIn Networking / TeamWork Online Profile Builder

● Job / Internship Searching

● Mock / Informational Interviews

Purpose: Our mentorship program aims to

1. Question: Say ‘yes’ or ‘no’ in the chat if you believe that

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