Course Code: BEMP 5006
Academic Year: 2025-2026
This course details strategic selling principles and techniques for obtaining event sponsorship and working with event sponsors. Students will develop skills required for planning, making sales calls and providing follow-up to sponsorship clients. Major topics include: strategic selling principles, prospecting, building relationships, consultative selling, delivering sales presentations, dealing with objections and closing the sale. The role of fundraising will be examined as a part of the sales process. Emphasis will be on developing confidence and professionalism in the selling interaction and enhancing the students communications, listening, presentation, team participation and problem solving skills.