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David A. Pierce and Jeffrey C. Petersen

Experiential learning within sport sales is a growing component of the sport management curriculum. Assessment of student learning outcomes within these experiences is important in quantifying the effectiveness of the learning experience. This study utilized a survey to examine the change in students’ perceptions of sport sales as a result of completing an experiential, client-based sport sales program. The methodology included development and analysis of a survey instrument and application of that survey with enrolled and non-enrolled groups with pre- and post-test experiential learning assessment. Student expectations of a career in sport sales significantly decreased after program completion (t(56) = 2.33, p < .05), while their perception of skill level and preparation for a sport sales employment did not significantly change for the experimental group. These findings relate this learning experience to a realistic job preview for the students, which typically decrease an individual’s expectations toward a particular job (Premack & Wanous, 1985).

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David A. Pierce and Jeffrey C. Petersen

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.