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Name:
Anna Luci Wymer
Submission Date: 12/5/2011
Organization: Admin Affairs & Graduate Education
Course Catalog Update
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Course Catalog Update Information:
STU0004
Reference Number: CCU003359
Date: 23-NOV-11
Level: 2.00 of 2.00
Currently On The Worklist Of: Nancy Barbour, nbarbour
Owner: Office of Curriculum Services, 330-672-8558 or 330-672-8559, curriculum@kent.edu
Basic Course Data
Change type: Establish
Faculty member submitting this proposal: Mulrooney
Requested Effective Term: 201280
Campus: Kent
College: EH-Education, Health and Human Services
Department: FLA-Foundations, Leadership and Administration
Course Subject: SRM-Sport and Recreation Management
Course Number: 55032
Course Title: Sales Mangement in Sport and Entertainment
Title Abbreviation: Sales Mgt in Spt
Slash Course and Cross-list Information: SPAD 45032 + SRM 55032
Credit Hours
Minimum Credit/Maximum Credit: 3 to 3
Contact Hours: Lecture - Minimum Hours/Maximum Hours: 3 to 3
Contact Hours: Lab - Minimum Hours/Maximum Hours:
Contact Hours: Other - Minimum Hours/Maximum Hours:
Attributes
Is this course part of the LER, WIC or Diversity requirements: No
If yes, course attributes: 1.
2.
3.
Can this course be repeated for credit: No Repeat
Course Limit:
OR Maximum Hours:
Course Level: Graduate
Grade Rule: B-Standard letter
Rationale for an IP grade request for this course (if applicable):
Schedule Type(s): 1. LEC-Lecture 2.
3.
Credit by Exam: N-Credit by exam-not approved
Prerequisites & Descriptions
Current Prerequisite/Corequisite/Catalog Description:
Catalog Description (edited): This course is designed to introduce students to the area of sales-force management in
sport and entertainment. Historical, theoretical and conceptual frameworks will be thoroughly examined, as well as
functions, activities, and skills of the professional salesperson in this modern age of information and technology.
Prerequisites (edited): Graduate Standing
Corequisites (edited):
Registration is by special approval only: No
Content Information
Content Outline:
Content Hours
per Course
Topic
Topic Description
3
Overview and role of sales
management in sport and
entertainment
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Strategic alignment: buying, selling
and sales management
Leadership, ethics and legal issues in
the sales environment
Buyer behavior and customer
relationship management
Communication principles to enhance
relationships
Building relationships: Adaptive selling
techniques, technology, prospecting,
recruitment, and selection
Building relationships: Trust,
motivation, roles, perception, and
satisfaction
Building relationships after the sale:
Commitment, objections, and
discernment
Sales and technology
Performance analysis: Demand,
commerce, compensation, incentives,
persuasive presentations
International sales and data base
management
Display/Hide Delimited Course Outline
Total Contact Hours: 45
Textbook(s) used in this course: Sales Management: Analysis and Decision Making, 7th Edition, M.E. Sharpe, 2009.
Ingram, T.N., Laforge, R.W., Avilia, R.A., Schwepker, C.W. Jr.
Writing Expectations: Sales script and sales management plan, research paper on sales techniques, strategies and
successes
Instructor(s) expected to teach: Sales script and sales management plan
Instructor(s) contributing to content: Lyberger
Proposal Summary
Explain the purpose for this proposal:
Create a course in a growing field of study and employment domain. This course also will benefit minors in SPAD. Learning
Outcomes: Extend students understanding of the sales management process by discerning the relationship between
marketing and sales. Apply course knowledge to experiential, cultural, and conceptual aspects of sales management in sport
and entertainment including but not limited to: modern age of information, technology, trust and relationships (application).
Analyze experiential, cultural, and commerce aspects of sales management (analysis). Understand the experiential, cultural,
and commerce aspects of sales management in sport and entertainment (knowledge). In-class activities that support
outcomes may include: exams, lectures, case studies, simulations and class presentations to understand the experiential,
cultural, and commerce aspects of sales management in sport and entertainment (knowledge). Out-of-class activities that
support outcomes include the creating and review of a sale script, development and implementation of a sales management
plan highlighting critical strategies to engage the buyer (application).
Explain how this proposal affects program requirements and students in your unit:
Provides a much needed elective for students enrolled.
Explain how this proposal affects courses, program requirements and student in other units:
Provides an elective for students interested in the sport and entertainment industry.
Explain how this proposal affects enrollment and staffing:
This course should have a positive impact on enrollment and can be covered by current staff.
Units consulted (other departments, programs or campuses affected by the proposal):
Discussed with Associate Dean from the College of Business. This course is sport and entertainment specific.
Comments (500 Character Maximum):
NOTE: Please do not use the following restricted characters: (~ * / \ --)
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12/5/2011
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

Approve
Comments:
Date
11/30/2011
Return To Initiator
User
Aaron L Mulrooney
Return To Prior Approver
Deny
Comment
No comments available.
History:
Date
User
Status
11/30/2011 Shawn M Fitzgerald Approved
11/30/2011 Aaron L Mulrooney Submitted
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12/5/2011