Integrating an Experiential Client-Based Ticket Sales Center into a Sport Sales Course

in Sport Management Education Journal

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David A. PierceIndiana University–Purdue University Indianapolis

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Jeffrey C. PetersenBaylor University

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This educational review provides an overview of the application of experiential learning in the area of sport sales. Insights are provided for sport management academicians that relate to planning and initiating experiential client-based sales projects, and the analysis of the benefits and drawbacks associated with four approaches to lead generation (promotional lead approach, sales table approach, upselling approach, and retention approach), delivery of sales training methods (professor driven, team driven, and practice), and operation of a call center within three distinct frameworks (remote, on-site, or independent). Guidance for project assessment, both during the project and after project completion, is discussed, and the article concludes with a strong connection of the inherent value of such training with the added value of client-based sport sales training to the sport industry.

David A. Pierce is with the School of Physical Education and Tourism Management, Indiana University–Purdue University Indianapolis, Indianapolis, Indiana. Jeffrey C. Petersen is with the School of Education, Baylor University, Waco, Texas. Address author correspondence to David Pierce at dpierce3@iupui.edu.

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