chapter assignment

After reading Chapter 2, complete 4 out of the 6 Chapter Activities:

1. Find a current job posting online for one group sales, inside sales, and premium sales position in professional sports. Based on these descriptions, describe the similarities and differences between these three types of sales positions.

2. Create a graphic or image that illustrates the typical career progression in sport sales, beginning at the entry-level and moving toward senior management levels.

3. Explain the hunter/farmer model of sales staffing. What is meant by the terms “hunters” and “farmers”?

4. What function does the CRM personnel serve within a sales team?

5. How does the sales staff differ between a major league professional sport franchise and a minor league franchise?

6. Explain why a college athletics programs have been slower to adopt significant sales structures compared to their professional sport team peers.

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