This course is designed to provide students with the theory, the conceptual framework and the managerial practices associated with sales management in the sport industry. Course covers (a) strategic sales force management, (b) the personal selling process - relationship selling process, prospecting, planning the sales call, and successful sales presentation methods, (c) the organizing, staffing and training of the sales force, and (d) sales force operations.

This elective is specific to the SM Marketing & Management Path (Path 1). All students must take at least three credits that are specific to their undeclared track."