Home

  • Order to parcel locker

    Order to parcel locker

  • easy pay

    easy pay
  • Reduced price
Sales and Revenue Generation in Sport Business

Sales and Revenue Generation in Sport Business

9781492594222
560.70 zł
532.66 zł Save 28.04 zł Tax included
Lowest price within 30 days before promotion: 532.66 zł
Quantity
Available in 4-6 weeks

  Delivery policy

Choose Paczkomat Inpost, Orlen Paczka, DPD or Poczta Polska. Click for more details

  Security policy

Pay with a quick bank transfer, payment card or cash on delivery. Click for more details

  Return policy

If you are a consumer, you can return the goods within 14 days. Click for more details

Description
The ability to generate sources of revenue continues to be the most important skill for individuals working in the sport industry. Sales and Revenue Generation in Sport Business With HKPropel Access provides a comprehensive overview of the many ways in which sport organizations generate revenues, and it teaches students the practical concepts they will need for success.

Going beyond theoretical concepts of sales and sales management, the authors present an applied approach to revenue generation in sport:: the PRO method of sales (PROspect, PRObe, PROvide, PROpose, PROtect). Students will learn how this proven five-step process for generating revenue is applicable across all avenues in sport business, including ticket sales, broadcasting and media revenue, sponsorships, corporate giving and foundation revenue, fundraising and development, grant writing, concessions, merchandising, and social media. The text covers how this sales strategy can be applied across the broad industry of sport—from professional sport and intercollegiate and interscholastic athletics to amateur sport and organizations in recreational settings—equipping students for meaningful careers with longer-lasting success within any segment of the sport industry they enter.

Throughout the text, themed sidebars provide examples of industry best practices and successful sales strategies. Case studies in each chapter, plus discussion questions, enhance the learning experience. Plus, related online learning activities delivered through HKPropel offer practical interactive scenarios that will better prepare students to enter the sport industry. Organized by function of revenue generation, each section offers a video, an interactive scenario activity that can be assigned by instructors, and sales script templates that may be downloaded and edited for a specific application.

Sales and Revenue Generation in Sport Business is designed to give students the practical knowledge they need to understand the sales process and how to successfully apply the PRO method of sales. Armed with this foundational knowledge, they will be better prepared to begin and succeed in a career in sport business.

Note:: A code for accessing HKPropel is included with all new print books.
Product Details
Human Kinetics
100779
9781492594222
9781492594222

Data sheet

Publication date
2021
Issue number
1
Cover
paperback
Pages count
344
Weight (g)
953
  • Chapter 1. Introduction to Sales and Revenue Generation in Sport Business
    “You Sell, You Stay”: The Importance of Generating Revenue
    Revenue-Generating Jobs in Sport
    Preparing for a Sales Job in the Sport Industry
    B2B Versus B2C Sales
    Inventory in Sport: You Can Monetize Almost Anything
    Characteristics of Effective Salespeople, or Revenue Generators
    Summary
    Applied Learning Activities
    Case Study

    Chapter 2. The Revenue Generation Process: Selling With the PRO Method
    Selling in the Sport Industry
    The Sport Sales Process and the PRO Method
    Step 1: PROspect for Qualified Customers
    Step 2: PRObe for Information With Open-Ended Questions
    Step 3: PROvide Solutions for the Customers Needs
    Step 4: PROpose an Offer
    Step 5: PROtect the Relationship With Continuing Customer Service
    Summary
    Applied Learning Activities
    Case Study

    Chapter 3. Ticket Sales for Revenue Generation
    Background of Ticket Sales for Revenue Generation
    Foundation of Ticket Sales for Revenue Generation
    Selling Tickets With the PRO Method
    Future of Ticket Sales for Revenue Generation
    Summary
    Applied Learning Activities
    Case Study

    Chapter 4. Broadcasting and Multimedia Revenues
    Broadcasting and TV Viewership of Sport Events
    PRO Method Sales in the Digital Age
    Summary
    Applied Learning Activities
    Case Study

    Chapter 5. Sponsorship Sales and Revenues
    Sponsorship Defined
    Economics of Sponsorship in Sport
    Sponsorship Platforms
    Sponsorship Activation and Fulfillment
    Sponsorship Programs and Proposals
    Applying the PRO Method to Sponsorship Sales
    Summary
    Applied Learning Activities
    Case Study

    Chapter 6. Corporate and Foundation Revenues
    Corporate Social Responsibility
    Corporate Giving
    Philanthropic Foundations
    Applying the PRO Method to Corporate and Foundation Fundraising
    Summary
    Applied Learning Activities
    Case Study

    Chapter 7. Fundraising and Development in Sport
    Ethical Considerations in Development
    Types of Giving
    Models of Fundraising in Various Types of Sport Organizations
    Applying the PRO Method to Development and Fundraising
    Summary
    Applied Learning Activities
    Case Study

    Chapter 8. Grant Writing in Sport
    Understanding Grants
    Steps in Writing the Grant Proposal
    Writing and Submitting the Proposal
    Summary
    Applied Learning Activities
    Case Study

    Chapter 9. Food and Beverage, Hospitality, Tourism, and Merchandising Revenues
    Food and Beverage Sales and Revenues
    Sport Tourism Sales and Revenues
    Hospitality Sales and Revenues
    Merchandising and Licensing Sales and Revenues
    Applying the PRO Method to Food and Beverage, Hospitality, Tourism, and Merchandising Summary
    Applied Learning Activities
    Case Study

    Chapter 10. Social Media for Revenue Generation
    Growth of Social Media in Sport
    Social Media Platforms in Sport
    Selling Sport Versus Selling Through Sport Using Social Media
    Using the PRO Method for Social Media Revenue Generation
    Measuring Success: Impressions, Engagements, and Ratios
    Social Media Netiquette
    Summary
    Applied Learning Activities
    Case Study

    Chapter 11. Sales Force Management
    Salesforce Management and Human Resources
    Sales and Motivation
    Applying Motivational Theories to Sales
    Leading the Sales Force
    Summary
    Applied Learning Activities
    Case Study

    Chapter 12. Future Trends in Revenue Generation
    Do You Want to Work in the Sport Industry?
    The Pro Method Moving Forward
    New Revenue Trends
    Crisis Management
    Summary
    Applied Learning Activities
    Case Study
Comments (0)
Viewed products

  • Frequently purchased together

    No products available