Graduate Studies Reports Access

Graduate Course Proposal Form Submission Detail - SPB6715
Tracking Number - 2983

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Current Status: Approved by SCNS - 2012-12-20
Campus: Tampa
Submission Type: New
Course Change Information (for course changes only):
Comments: to GC 10/31/12 - for Proposed Sports Mgmt Program. GC Approved 11/15/12. to USF Syst 11/15/12. to SCNS 11/26/12. SCNS approved effective 1/1/13. Nmbr 6740 approved as 6715

Detail Information

  1. Date & Time Submitted: 2012-10-22
  2. Department: Management
  3. College: BA
  4. Budget Account Number: 140510
  5. Contact Person: Sally Riggs Fuller
  6. Phone: 8139741766
  7. Email:
  8. Prefix: SPB
  9. Number: 6715
  10. Full Title: Sales and Fundraising in the Sport Industry
  11. Credit Hours: 3
  12. Section Type: C - Class Lecture (Primarily)
  13. Is the course title variable?: N
  14. Is a permit required for registration?: Y
  15. Are the credit hours variable?: N
  16. Is this course repeatable?:
  17. If repeatable, how many times?: 0
  18. Abbreviated Title (30 characters maximum): Sales & Fundraising in Sport
  19. Course Online?: C - Face-to-face (0% online)
  20. Percentage Online: 0
  21. Grading Option: R - Regular
  22. Prerequisites:
  23. Corequisites:
  24. Course Description: Teaches students about the "art" and "science" of fundraising in the diverse industry of sports. Further, students will learn the competencies and skills essential to succeed in the sales and promotional activities commonly found in the sport industry.

  25. Please briefly explain why it is necessary and/or desirable to add this course: Needed for new program/concentration/certificate
  26. What is the need or demand for this course? (Indicate if this course is part of a required sequence in the major.) What other programs would this course service? 20 - 30 students each year
  27. Has this course been offered as Selected Topics/Experimental Topics course? If yes, how many times? No
  28. What qualifications for training and/or experience are necessary to teach this course? (List minimum qualifications for the instructor.) Doctorate and experience in the educational field of sport management
  29. Objectives: • Learn about both for profit and nonprofit organizations from a fundraising perspective.

    • Provide students with the tools they will need to approach fundraising successfully.

    • Understand the application of sales ands promotional principles to collegiate and professional sport organizations, special events, facilities, commercial and public organizations, sponsors and corporations, sporting goods manufacturers and the sport enterprise in general.

  30. Learning Outcomes: • Demonstrate core competencies in analyzing consumer behavior, consumer response, and asking the correct questions in a sales setting.

    • Understand the key components of customer service and satisfaction leading to long term relationships and value between the consumer and the sport provider.

    • Demonstrate competency to construct, as well as critically analyze, a corporate sponsorship proposal from the sponsors’ as well as the sellers’ perspective.

    • Understand the philosophical, historical, legal, and ethical contexts for the practice of fundraising.

    • Understand the role of fundraising in an organization’s overall financial solvency.

  31. Major Topics: sales techniques and competencies, fundraising processes, organizational contexts in the sport industry
  32. Textbooks: Texts: Freese, T. Secrets of Question Based Selling

    Michaelson, G. Sun Tzu: Strategies for Selling

    Gitomer, J. Little Red Book of Selling

  33. Course Readings, Online Resources, and Other Purchases: Reading packet with articles from journals and other periodicals
  34. Student Expectations/Requirements and Grading Policy: Mid-term exam (20%); Final exam (20%); Projects (40%); Fundraising Interview (10%); Attendance & Participation (10%)
  35. Assignments, Exams and Tests: 1) Introduction of course/syllabi

    2) Overview to Sport Promotion and Sales

    (QBS 1 – 112)

    3) Incentivization and Motivation (QBS 113-259)

    4) What is selling all about? Sun Tzu – entire book

    5) Sales scripting and securing an appointment (Gitomer 1 – 151)

    6) Structuring the Sales Appointment (Gitomer 152- 183)

    7) Midterm exam in class

    8) Fundraising as a profession and gender differences (Reading packet)

    Guest Speaker

    9) Fundraising costs and evaluation (Reading packet)

    Guest Speaker

    10) Non-profit fundraising and board development (Reading packet)

    11) Turn in Final exam (Take-home)

    Course Summary

    12) Presentation of Final Projects

  36. Attendance Policy: Course Attendance at First Class Meeting – Policy for Graduate Students: For structured courses, 6000 and above, the College/Campus Dean will set the first-day class attendance requirement. Check with the College for specific information. This policy is not applicable to courses in the following categories: Educational Outreach, Open University (TV), FEEDS Program, Community Experiential Learning (CEL), Cooperative Education Training, and courses that do not have regularly scheduled meeting days/times (such as, directed reading/research or study, individual research, thesis, dissertation, internship, practica, etc.). Students are responsible for dropping undesired courses in these categories by the 5th day of classes to avoid fee liability and academic penalty. (See USF Regulation – Registration - 4.0101,

    Attendance Policy for the Observance of Religious Days by Students: In accordance with Sections 1006.53 and 1001.74(10)(g) Florida Statutes and Board of Governors Regulation 6C-6.0115, the University of South Florida (University/USF) has established the following policy regarding religious observances: (

    In the event of an emergency, it may be necessary for USF to suspend normal operations. During this time, USF may opt to continue delivery of instruction through methods that include but are not limited to: Blackboard, Elluminate, Skype, and email messaging and/or an alternate schedule. It’s the responsibility of the student to monitor Blackboard site for each class for course specific communication, and the main USF, College, and department websites, emails, and MoBull messages for important general information.

  37. Policy on Make-up Work: Make-up work will only be given in the case of documented emergencies. The University’s policies on academic dishonesty and disruption of the academic process are clearly set forth in the USF Graduate Catalog. These policies will be strictly enforced. Please be advised that punishment for academic dishonesty, including plagiarism, includes an automatic “F” (or “FF”) in the course, and action that may result in suspension or expulsion.
  38. Program This Course Supports: will support new MS in Sport & Entertainment Managment
  39. Course Concurrence Information: None

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