Master in Sales and Negotiation for the Events Industry in EEUU

The program covers a wide range of key areas, including:• Opportunity Identification: You will learn to identify business opportunities and market segments in the events industry.

• Sales Techniques: Focuses on sales strategies, from prospecting to closing contracts.

• Advanced Negotiation: You will explore advanced negotiation and conflict resolution techniques.

• Relationship Management: You will learn to maintain strong relationships with clients, collaborators and suppliers.

• Marketing and Event Promotion: Strategies for promoting and marketing events will also be addressed.

• Ethics in Sales and Negotiation: Ethical and social responsibility issues in event sales and negotiation will be explored.
Syllabus:

Module 1: Fundamentals of sales in the events industry
• Submodule 1.1: Introduction to sales in the context of events
• Submodule 1.2: Product knowledge at events
• Submodule 1.3: Buyer psychology in the field of events
• Submodule 1.4: Basic communication and persuasion techniques

Module 2: Personalized sales strategies for corporate events
• Submodule 2.1: Identifying corporate client needs
• Submodule 2.2: Adapting proposals to business requirements
• Submodule 2.3: Effective presentation to companies
• Submodule 2.4: Closing deals and building corporate client loyalty

Module 3: Sales at social events and special celebrations
• Submodule 3.1: Personalized approach at social events
• Submodule 3.2: Designing proposals for weddings and celebrations
• Submodule 3.3: Customer Relationships at Personal Events
• Submodule 3.4: Overcoming Challenges in Social Event Sales

Module 4: Sales Strategies for Sports and Entertainment Events
• Submodule 4.1: Understanding Sales Dynamics at Sports Events
• Submodule 4.2: Selling Experiences at Entertainment Events
• Submodule 4.3: Relationships with Sponsors and Partners at Sports Events
• Submodule 4.4: Legal and Contractual Aspects in Sports Event Sales

Module 5: Marketing and Promotion Applied to Sales Strategies
• Submodule 5.1: Integrating Marketing and Sales Strategies
• Submodule 5.2: Digital Tools to Boost Sales at Events
• Submodule 5.3: Planning Promotional Campaigns
• Submodule 5.4: Evaluating the Impact of Marketing on Sales

Module 6: Advanced Negotiation Techniques for Event Professionals
• Submodule 6.1: Negotiation Psychology in events
• Submodule 6.2: Negotiation strategies in specific scenarios
• Submodule 6.3: Negotiation with suppliers and collaborators
• Submodule 6.4: Conflict resolution and successful closing of negotiations

Module 7: Customer management and long-term relationships
• Submodule 7.1: Creation and maintenance of customer relationships
• Submodule 7.2: Strategies for customer retention
• Submodule 7.3: Analysis of customer feedback
• Submodule 7.4: Handling crisis situations in customer relationships

Module 8: Innovation and trends in event sales
• Submodule 8.1: Current trends in sales strategies
• Submodule 8.2: Application of emerging technologies in sales
• Submodule 8.3: Adaptation to changes in consumer behavior
• Submodule 8.4: Success stories in the implementation of innovations in sales

Module 9: Evaluation of results and analysis of performance in sales
• Submodule 9.1: Key metrics for evaluating sales performance
• Submodule 9.2: Results analysis tools
• Submodule 9.3: Adjusting strategies based on data analysis
• Submodule 9.4: Reporting and presenting results to stakeholders

Module 10: International sales strategies in events
• Submodule 10.1: Understanding the global environment of the events industry
• Submodule 10.2: Adapting sales strategies to different cultures
• Submodule 10.3: Negotiation in international contexts
• Submodule 10.4: Case studies of success in global sales

Module 11: Managing sales teams in the events sector
• Submodule 11.1: Leadership in sales teams specializing in events
• Submodule 11.2: Motivation and development of talent in the sales area
• Submodule 11.3: Evaluation of the performance and constructive feedback
• Submodule 11.4: Strategies for continuing sales training

• Module 12: Master’s thesis in sales and negotiation for events
• Submodule 12.1: Research and development of a sales project
• Submodule 12.2: Presentation and defense of the sales project
• Submodule 12.3: Evaluation and conclusions of the project
• Submodule 12.4: Preparation for a professional career in sales
• Submodule 12.5: Ethics and responsibility in sales management
• Submodule 12.6: Graduation and celebration of success in sales