EVENT 3670: Event Sales
Credits: 3. Contact Hours: Lecture 3.
Prereq: EVENT 1710; (AESHM 3400 or MKT 3400)
Overview of sales marketing management in the event industry and highlights of the role of the professional event sales manager in the marketing process. As an event professional, students will identify best sales practices to develop their personal selling style, to build on their strengths, and to create a referral business that delivers results. Principles covered include evaluation of characteristics and skills necessary for success in sales; strategic planning; sales leadership; analyzing customers and markets; designing and developing the sales force; recognize the importance of relationship building; process management; and measurement, analysis, and knowledge management.
(Typically Offered: Fall, Spring)