Teaching sport sponsorship sales through experiential learning

Steve McKelvey · Richard M. Southall

20 citations0/0 files storedInternational Journal of Sport Management and Marketing

No readable copy stored yet — this record is metadata only.

No open-access location is known for this record yet.

Literature note Cite in a project Citation map

Management and Marketing Education Higher Education and Employability Hospitality and Tourism Education

Abstract

The majority of entry-level positions within the sport industry fall in the area of sales. Numerous sport practitioners have lamented the lack of sales training (Dolich, 2004; Helyar, 2006). Yet, only recently have sport management programmes begun to offer courses devoted to sales education and training (Southall et al., 2006a; Irwin et al., 2007). The discipline of sales provides an ideal opportunity to incorporate an experiential learning course. While several recent articles have examined the application of experiential learning to courses focused on sport ticket sales, this article extends previous research to a course focused on sport sponsorship sales. Specifically, this paper applies Southall et al.'s (2003) metadiscrete experiential learning model and Irwin et al. (2007) Pentagon of Sport Sales Training to a sport management course designed to sell sponsorship packages for a local team in the New England Collegiate Baseball League.

Paper brief

Loading…

Cite this work

Citation unavailable for this work.

BibTeX RIS CSL-JSON

No public copy is stored for this record, so only the metadata is cited.

Citations in this library

Citation map →

Stored only when both papers are in the corpus — 20 citations exist upstream.

References

1983Experiential Learning : Experience as the Source of Learning and Development 1971Freedom to Learn 2014Experiential Learning Theory: Previous Research and New Directions 2020Experience-based learning 1991Needs Assessment and Evaluation in Sales-Training Programs 1993Selling and Sales Management in Action : Sales Training: Status and Needs 2003Sport Management Practica: A Metadiscrete Experiential Learning Model 2007Pentagon of Sport Sales Training: A 21st Century Sport Sales Training Model

Cited by

2020Sales training and ICT: a literature review 2016Learning and working with the pros: Student perspectives on an embedded experiential learning project 2013Development and Organization of a Student-Operated Sport Management Cocurricular Club: Partners in Sports

Explore the map →

Papers that cite the same references — the relational fallback while embeddings are still backfilling.

Imported from OpenAlex (CC0) — nothing here is generated.