Effective Sales Training to Enhance Employability in the Sport Industry

Document Type

Conference Proceeding

Conference Track

Sport Marketing

Publication Date



In assessing skills required to be successful in the sport industry, communication and the ability to sell are two of the most highly rated skills across numerous studies. Both of these skill sets can be enhanced through effective course design. Recognizing the need and growth in sales-related opportunities and the importance of soft skills including communication, the authors developed a Sales Management course to follow a required course in Sales Fundamentals for marketing and sports marketing majors, a required course in Sales and Revenue Generation for sports marketing majors. For sports organizations, particularly the MLB, the This approach enhances both job skills and soft skills, while also increasing student confidence in communication. An interviewing skills module was also incorporated into the course. Students should therefore be better equipped for entry-level sports sales positions and the interviewing process.

Copyright Statement / License for Reuse

Digital Commons@Georgia Southern License

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