{"product_id":"sales-and-revenue-generation-in-sport-business-2nd-edition-access","title":"Sales and Revenue Generation in Sport Business 2nd Edition\nAccess","description":"\u003c!-- split --\u003e\u003cul class=\"tabs\"\u003e \u003cli\u003e\u003ca href=\"#tab-description\" id=\"display-description\"\u003eDescription\u003c\/a\u003e\u003c\/li\u003e \u003cli\u003e\u003ca href=\"#tab-tableofcontents\" id=\"display-tableofcontents\"\u003eTable of Contents\u003c\/a\u003e\u003c\/li\u003e \u003cli\u003e\u003ca href=\"#tab-author\" id=\"display-author\"\u003eAuthor\u003c\/a\u003e\u003c\/li\u003e \u003cli\u003e\u003ca href=\"#tab-ancillaries\" id=\"display-ancillaries\"\u003eAncillaries\u003c\/a\u003e\u003c\/li\u003e \u003c\/ul\u003e\u003cdiv id=\"tab-description\" class=\"tab-content\"\u003e \u003cp\u003e\u003ci\u003eSales and Revenue Generation in Sport Business, Second Edition,\u003c\/i\u003e delivers a comprehensive, applied exploration of how sport organizations generate revenue across all major channels, including ticketing, sponsorship, fundraising, media, merchandising, and digital platforms.\u003c\/p\u003e\n\u003cp\u003eEach chapter is built around the proven five-step PRO method (\u003cb\u003epro\u003c\/b\u003espect, \u003cb\u003epro\u003c\/b\u003ebe, \u003cb\u003epro\u003c\/b\u003evide, \u003cb\u003epro\u003c\/b\u003epose, \u003cb\u003epro\u003c\/b\u003etect), a clear, repeatable sales framework students can immediately apply in real-world scenarios. This method emphasizes actionable skill development and equips students with practical strategies they can apply across settings—professional, collegiate, and amateur sport.\u003c\/p\u003e\n\u003cp\u003eThis edition has been modernized to reflect the rapidly evolving sport industry, with a strong emphasis on digital transformation; post-COVID adaptations; name, image, and likeness (NIL) deals; and emerging revenue opportunities. In addition to an all-new full-color design, this edition includes the following updates:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eSignificant expansions to the PRO method framework, with the inclusion of current industry data, modern sales technology (including AI and CRM tools), and realistic activities and role-play\u003c\/li\u003e\n\u003cli\u003eExpanded coverage of diverse revenue generation channels, including ticketing, streaming, fundraising, merchandising, social media, and digital channels\u003c\/li\u003e\n\u003cli\u003eReal-world examples, case studies, and industry-based learning activities throughout the text, translating theory into practice\u003c\/li\u003e\n\u003cli\u003eSupplemental online materials—including video introductions to each chapter, interactive scenarios, and sales script templates—to provide students with practical tools and actionable sales guidance\u003c\/li\u003e\n\u003cli\u003eInsight into future trends in revenue generation, exploring sport betting, NIL policy, global industry growth, and emerging technologies such as artificial intelligence (AI), virtual reality (VR), and biometric data\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eThis text ensures students are working with the most current, comprehensive, and real-world-focused content on sport sales and revenue generation. Dedicated sidebars discussing the differences between B2B and B2C sales, and how to approach each, provide students with a well-rounded understanding of sales, allowing them to better prepare for any sales career path in the sport industry.\u003c\/p\u003e\n\u003cp\u003e\u003ci\u003eSales and Revenue Generation in Sport Business, Second Edition,\u003c\/i\u003e 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 across each revenue stream. Armed with this foundational knowledge, they will be better prepared to begin and succeed in a career in sport business.\u003c\/p\u003e\n\u003cp\u003eNote: A URL to access the online materials is included in this print book.\u003c\/p\u003e\n\u003ch4\u003eAudience\u003c\/h4\u003e\n\u003cp\u003eUpper-level undergraduate sport management students enrolled in sport sales, sport marketing, or revenue generation courses; also a reference for sport industry practitioners and early-career professionals.\u003c\/p\u003e\n\u003c\/div\u003e\u003c!--end tabDescription--\u003e\u003cdiv id=\"tab-tableofcontents\" class=\"tab-content\"\u003e \u003cp\u003e\u003cb\u003eChapter 1. \u003c\/b\u003eIntroduction to Sales and Revenue Generation in Sport Business\u003cbr\u003e“You Sell, You Stay”: The Importance of Generating Revenue\u003cbr\u003eRevenue-Generating Jobs in Sport\u003cbr\u003ePreparing for a Sales Job in the Sport Industry\u003cbr\u003eBusiness-to-Business Versus Business-to-Consumer Sales\u003cbr\u003eInventory in Sport: You Can Monetize Almost Anything\u003cbr\u003eCharacteristics of Effective Salespeople, or Revenue Generators\u003cbr\u003eSummary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 2.\u003c\/b\u003e The Revenue Generation Process: Selling With the PRO Method\u003cbr\u003eSelling in the Sport Industry\u003cbr\u003eThe Sport Sales Process and the PRO Method\u003cbr\u003eSummary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 3.\u003c\/b\u003e Ticket Sales for Revenue Generation\u003cbr\u003eBackground of Ticket Sales for Revenue Generation\u003cbr\u003eFoundation of Ticket Sales for Revenue Generation\u003cbr\u003eSelling Tickets With the PRO Method\u003cbr\u003eFuture of Ticket Sales for Revenue Generation\u003cbr\u003eSummary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 4. \u003c\/b\u003eBroadcasting and Multimedia Revenues\u003cbr\u003eBroadcasting and TV Viewership of Sport Events\u003cbr\u003ePRO Method Sales in the Digital Age\u003cbr\u003eSummary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 5. \u003c\/b\u003eSponsorship Sales and Revenues\u003cbr\u003eSponsorship Defined\u003cbr\u003eEconomics of Sponsorship in Sport\u003cbr\u003eSponsorship Platforms\u003cbr\u003eSponsorship Activation and Fulfillment\u003cbr\u003eSponsorship Programs and Proposals\u003cbr\u003eApplying the PRO Method to Sponsorship Sales\u003cbr\u003eSummary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 6.\u003c\/b\u003e Corporate and Foundation Revenues\u003cbr\u003eCorporate Social Responsibility\u003cbr\u003eCorporate Giving\u003cbr\u003ePhilanthropic Foundations\u003cbr\u003eApplying the PRO Method to Corporate and Foundation Fundraising\u003cbr\u003eSummary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 7.\u003c\/b\u003e Fundraising and Development in Sport\u003cbr\u003eEthical Considerations in Development\u003cbr\u003eTypes of Giving\u003cbr\u003eModels of Fundraising in Various Types of Sport Organizations\u003cbr\u003eApplying the PRO Method to Development and Fundraising\u003cbr\u003eUnderstanding Grants\u003cbr\u003eSummary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 8.\u003c\/b\u003e Food and Beverage, Hospitality, Tourism, and Merchandising Revenues\u003cbr\u003eFood and Beverage Sales and Revenues\u003cbr\u003eSport Tourism Sales and Revenues\u003cbr\u003eHospitality Sales and Revenues\u003cbr\u003eMerchandising and Licensing Sales and Revenues\u003cbr\u003eApplying the PRO Method to Food and Beverage, Hospitality, Tourism, and Merchandising Summary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 9.\u003c\/b\u003e Social Media for Revenue Generation\u003cbr\u003eGrowth of Social Media in Sport\u003cbr\u003eSocial Media Platforms in Sport\u003cbr\u003eSelling Sport Versus Selling Through Sport Using Social Media\u003cbr\u003eUsing the PRO Method for Social Media Revenue Generation\u003cbr\u003eMeasuring Success: Impressions, Engagements, and Ratios\u003cbr\u003eSocial Media Netiquette \u003cbr\u003eSummary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 10.\u003c\/b\u003e Sales Force Management\u003cbr\u003eSales Force Management and Human Resources\u003cbr\u003eSales and Motivation\u003cbr\u003eApplying Motivational Theories to Sales\u003cbr\u003eLeading the Sales Force\u003cbr\u003eSummary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eChapter 11.\u003c\/b\u003e Current and Emerging Trends in Revenue Generation\u003cbr\u003eDo You Want to Work in the Sport Industry?\u003cbr\u003eThe PRO Method Moving Forward\u003cbr\u003eNew Revenue Trends\u003cbr\u003eCrisis Management\u003cbr\u003eSummary\u003cbr\u003eApplied Learning Activities\u003cbr\u003eCase Study\u003c\/p\u003e\n\u003cp\u003eGlossary\u003cbr\u003eReferences\u003cbr\u003eIndex\u003cbr\u003eAbout the Author\u003c\/p\u003e\n\u003c\/div\u003e\u003c!--end tabTableOfContents--\u003e\u003cdiv id=\"tab-author\" class=\"tab-content\"\u003e \u003cp\u003e\u003cb\u003eDavid J. Shonk, PhD,\u003c\/b\u003e is the director of the Hart School of Hospitality, Sport \u0026amp; Recreation Management at James Madison University, where he also serves as a professor of sport and recreation management in both the graduate and undergraduate programs. He previously taught sport sales and marketing and integrated applied learning strategies such as sales role-play and calling programs into his courses. He brings extensive industry experience to his teaching and writing, having served as a marketing director for minor league affiliates of the Pittsburgh Pirates and Colorado Rockies—where he worked in ticket sales, promotions, and concessions—as well as a development director in the nonprofit sector, with responsibilities in fundraising and event planning. Dr. Shonk is also a past editor of \u003ci\u003eSport Management Education Journal\u003c\/i\u003e and coauthor of \u003ci\u003eManaging Sport Events\u003c\/i\u003e, reflecting his strong academic and professional credentials in sport business and sales education.\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eJames F. Weiner, PhD,\u003c\/b\u003e is an assistant professor of sport management at the University of Tampa, where he teaches courses in sport finance, marketing, sponsorship, and multimedia sales. His background combines scholarly expertise with significant industry experience, including serving as general manager of sales and service at Duke University through IMG Learfield Ticket Solutions, where he oversaw ticket revenue generation and sales strategy, as well as working as a senior account executive who sold season, group, and corporate tickets. His research focuses on the sport sales process and service quality, and he has published in leading sport management journals, positioning him as both a practitioner and thought leader in sport sales education.\u003c\/p\u003e\n\u003c\/div\u003e\u003c!--end tabAuthor--\u003e\u003cdiv id=\"tab-ancillaries\" class=\"tab-content\"\u003e \u003cp class=\"MsoNormal\"\u003e\u003cspan style=\"font-size:12.0pt;mso-bidi-font-weight:bold\"\u003eAll ancillaries are free to adopting instructors through \u003ca href=\"https:\/\/us.humankinetics.com\/pages\/ancillary-materials]\" target=\"_blank\"\u003eHK\u003c\/a\u003e\u003ci\u003e\u003ca href=\"https:\/\/us.humankinetics.com\/pages\/ancillary-materials]\" target=\"_blank\"\u003ePropel\u003c\/a\u003e\u003c\/i\u003e.\u003co:p\u003e\u003c\/o:p\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp class=\"MsoNormal\"\u003e\u003cb\u003eInstructor guide.\u003c\/b\u003e Includes a sample syllabus and chapter-specific summaries, objectives, key terms, learning activities, and recommended responses for end-of-chapter activities and case study discussion questions.\u003c\/p\u003e\n\u003cp class=\"MsoNormal\"\u003e\u003cb\u003eTest package.\u003c\/b\u003e Contains 30 questions per chapter in true-false, fill-in-the-blank, essay and short-answer, and multiple-choice formats. The files may be downloaded for integration with a learning management system or printed for use as paper-based tests.\u003c\/p\u003e\n\u003cp class=\"MsoNormal\"\u003e\u003cb\u003eChapter quizzes.\u003c\/b\u003e Contains ready-made quizzes (10 questions each) to assess student comprehension of the most important concepts in each chapter. Each quiz may be downloaded for integration with a learning management system.\u003c\/p\u003e\n\u003cp class=\"MsoNormal\"\u003e\u003c\/p\u003e\n\u003cp class=\"MsoNormal\"\u003e\u003cb\u003ePresentation package. \u003c\/b\u003eFeatures 20 PowerPoint slides per chapter that include text, artwork, and tables from the book that can be used for class discussion and presentation. The slides in the presentation package can be used directly within PowerPoint or printed to make handouts for students. Instructors can easily add, modify, and rearrange the order of the slides.\u003c\/p\u003e\n\u003c\/div\u003e\u003c!--end tabAncillaries--\u003e","brand":"David J. Shonk,James F. Weiner","offers":[{"title":"Paperback With Online Resource","offer_id":44046918025290,"sku":null,"price":129.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1281\/4359\/files\/9781718240834.jpg?v=1786378047","url":"https:\/\/us.humankinetics.com\/products\/sales-and-revenue-generation-in-sport-business-2nd-edition-access","provider":"Human Kinetics","version":"1.0","type":"link"}