SPT-350 at Southern New Hampshire University explores the critical skill of selling within the sport industry. The catalog lists sales strategies, promotions, negotiating, communication and interpersonal skills, the sales process and creating sales pitches.
Unlike a marketing plan, which targets a market, selling is about a conversation with a specific buyer. Students find the hardest part is tailoring a pitch to what that buyer actually needs.
Course at a Glance
| Item | Details |
|---|---|
| University | Southern New Hampshire University (SNHU) |
| Course code | SPT-350 |
| Credits | 3 |
| Level | Undergraduate |
| Prerequisite | None listed in the catalog |
| Subject area | Sport sales |
What SPT-350 Covers
| Catalog topic | What it involves |
|---|---|
| Sales strategies | Choosing which customers to pursue and how |
| Promotions | Offers and incentives that support a sale |
| Negotiating | Reaching agreement on price, terms and benefits |
| Communication and interpersonal skills | Listening, questioning and building trust |
| The sales process | Stages from prospecting to follow-up |
| Creating sales pitches | Building a persuasive, tailored proposal |
Key Concepts Explained
The Sales Process
Models differ, but most include identifying prospects, learning their needs, presenting a solution, handling objections, closing and following up. Use the stages from your text and show which one each part of your work addresses.
Selling Benefits, Not Features
A feature describes the product; a benefit explains what it does for the buyer. A sponsor does not want a banner; it wants customers reached.
Illustration (invented pitch outline): Buyer: a local restaurant. Need: weekday lunch traffic. Offer: a game-day voucher package with match-program advertising. Benefit: new customers who live nearby. Objection: cost; response: a small trial with a clear measure. Close: agree a start date. Follow-up: review results after the first month.
Negotiation
Prepare your goals, your limits and what you can offer in exchange for concessions. Aim for agreements that both sides can defend.
Typical Assignments and How to Approach Them
Check the course for the actual list. These formats match the description.
| Task type | What it tests | How to approach it |
|---|---|---|
| Sales pitch | Persuasion and tailoring | Start with the buyer's needs, then the offer |
| Prospect research | Targeting | Use public information about the buyer |
| Negotiation scenario | Preparation and flexibility | Plan concessions and a fallback |
| Case analysis | Applying the process | Link each stage to evidence |
Building a Pitch in Five Steps
A pitch is a short argument aimed at one reader. Plan it like this, then adapt to the assignment brief.
| Step | What to include |
|---|---|
| 1. Know the buyer | Who they are, what they sell and who their customers are |
| 2. Name the need | The problem you can help with, in their words |
| 3. Present the offer | What they receive, expressed as benefits |
| 4. Handle objections | Two likely concerns and honest responses |
| 5. Ask and follow up | A clear request and the next step |
Finish with a short rationale explaining why you made these choices, using terms from the course such as the sales process and negotiation preparation. Written rationale often carries as many marks as the pitch itself.
Be honest about limits. If you cannot promise a result, describe how you would measure it and what you would do if it fell short. Buyers tend to trust a seller who sets realistic expectations.
Marking Criteria for Selling Tasks
Pitch assignments are often marked on tailoring, persuasion, process knowledge and professionalism.
- Tailoring: is the buyer named, and does the offer address their need?
- Persuasion: is each benefit supported with a reason or evidence?
- Process: can you show which stage of the sales process each section represents?
- Professionalism: are tone, format and proofreading consistent with a real business document?
Practice delivering the pitch aloud even when it is submitted in writing. Awkward phrases are easier to hear than to see.
Where Students Get Stuck
- Generic pitches. Name the buyer's problem and be specific.
- Feature lists. Turn each feature into a benefit.
- Ignoring objections. Anticipate two likely objections and respond.
- No follow-up. Show the next step and how you would measure results.
Study Tips for SPT-350
- Practice a one-minute spoken version of each pitch.
- Keep a list of good questions to learn a buyer's needs.
- Study real sponsorship announcements to see what each side gets.
- Be honest about what you can deliver.
How We Help with SPT-350
Send the assignment, rubric and your draft. We provide model pitch outlines, help with applying the sales process, and feedback on clarity and persuasion.
GradeEssays is independent of Southern New Hampshire University. Our work is a reference aid; write and submit your own work under SNHU's academic integrity policy. Orders are written from scratch, with free revisions within the scope of your original request and a full refund if late.
Sharpen Your SPT-350 Pitch
Share the assignment and your draft. We prepare a model pitch outline or review your draft against the rubric.
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Frequently Asked Questions
Sales strategies, promotions, negotiating, communication and interpersonal skills, the sales process and creating sales pitches in the sport industry.
Three.
The catalog lists none.
It starts from the buyer's need, offers a clear benefit and addresses objections.
SPT-208 builds a marketing plan; SPT-350 focuses on selling to specific buyers.
Yes. We give feedback on structure, tailoring and tone and explain suggestions.