{"product_id":"sales-and-revenue-generation-in-sport-business-epub","title":"Sales and Revenue Generation in Sport Business epub","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 \u003cli\u003e\u003ca href=\"#tab-excerpt\" id=\"display-excerpt\"\u003eExcerpts\u003c\/a\u003e\u003c\/li\u003e \u003c\/ul\u003e\u003cdiv id=\"tab-description\" class=\"tab-content\"\u003e \u003cp\u003eThe ability to generate sources of revenue continues to be the most important skill for individuals working in the sport industry. \u003ci\u003eSales and Revenue Generation in Sport Business\u003c\/i\u003e 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.\u003cbr\u003e\u003cbr\u003eGoing 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.\u003cbr\u003e\u003cbr\u003eThroughout 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 HK\u003ci\u003ePropel\u003c\/i\u003e 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.\u003cbr\u003e\u003cbr\u003e\u003ci\u003eSales and Revenue Generation in Sport Business\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. Armed with this foundational knowledge, they will be better prepared to begin and succeed in a career in sport business.\u003cbr\u003e\u003cbr\u003eNote: A code for accessing HK\u003ci\u003ePropel\u003c\/i\u003e is included with this ebook.\u003c\/p\u003e\n\u003ch4\u003eAudience\u003c\/h4\u003eTextbook for upper undergraduate and graduate courses in sales, sales management, or revenue generation in sport.\u003c\/div\u003e\u003c!--end tabDescription--\u003e\u003cdiv id=\"tab-tableofcontents\" class=\"tab-content\"\u003e \u003cb\u003eChapter 1.\u003c\/b\u003e Introduction to Sales and Revenue Generation in Sport Business\u003cbr\u003e “You Sell, You Stay”: The Importance of Generating Revenue\u003cbr\u003e Revenue-Generating Jobs in Sport\u003cbr\u003e Preparing for a Sales Job in the Sport Industry\u003cbr\u003e B2B Versus B2C Sales\u003cbr\u003e Inventory in Sport: You Can Monetize Almost Anything\u003cbr\u003e Characteristics of Effective Salespeople, or Revenue Generators\u003cbr\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 2.\u003c\/b\u003e The Revenue Generation Process: Selling With the PRO Method\u003cbr\u003e Selling in the Sport Industry\u003cbr\u003e The Sport Sales Process and the PRO Method \u003cdiv\u003eStep 1: PROspect for Qualified Customers\u003cbr\u003e Step 2: PRObe for Information With Open-Ended Questions\u003cbr\u003e Step 3: PROvide Solutions for the Customer’s Needs\u003cbr\u003e Step 4: PROpose an Offer\u003cbr\u003e Step 5: PROtect the Relationship With Continuing Customer Service\u003c\/div\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 3.\u003c\/b\u003e Ticket Sales for Revenue Generation\u003cbr\u003e Background of Ticket Sales for Revenue Generation\u003cbr\u003e Foundation of Ticket Sales for Revenue Generation\u003cbr\u003e Selling Tickets With the PRO Method\u003cbr\u003e Future of Ticket Sales for Revenue Generation\u003cbr\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 4.\u003c\/b\u003e Broadcasting and Multimedia Revenues\u003cbr\u003e Broadcasting and TV Viewership of Sport Events\u003cbr\u003e PRO Method Sales in the Digital Age\u003cbr\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 5.\u003c\/b\u003e Sponsorship Sales and Revenues\u003cbr\u003e Sponsorship Defined\u003cbr\u003e Economics of Sponsorship in Sport\u003cbr\u003e Sponsorship Platforms\u003cbr\u003e Sponsorship Activation and Fulfillment\u003cbr\u003e Sponsorship Programs and Proposals\u003cbr\u003e Applying the PRO Method to Sponsorship Sales\u003cbr\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 6.\u003c\/b\u003e Corporate and Foundation Revenues\u003cbr\u003e Corporate Social Responsibility\u003cbr\u003e Corporate Giving\u003cbr\u003e Philanthropic Foundations\u003cbr\u003e Applying the PRO Method to Corporate and Foundation Fundraising\u003cbr\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 7.\u003c\/b\u003e Fundraising and Development in Sport\u003cbr\u003e Ethical Considerations in Development\u003cbr\u003e Types of Giving\u003cbr\u003e Models of Fundraising in Various Types of Sport Organizations\u003cbr\u003e Applying the PRO Method to Development and Fundraising\u003cbr\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 8.\u003c\/b\u003e Grant Writing in Sport\u003cbr\u003e Understanding Grants\u003cbr\u003e Steps in Writing the Grant Proposal\u003cbr\u003e Writing and Submitting the Proposal\u003cbr\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 9.\u003c\/b\u003e Food and Beverage, Hospitality, Tourism, and Merchandising Revenues\u003cbr\u003e Food and Beverage Sales and Revenues\u003cbr\u003e Sport Tourism Sales and Revenues\u003cbr\u003e Hospitality Sales and Revenues\u003cbr\u003e Merchandising and Licensing Sales and Revenues\u003cbr\u003e Applying the PRO Method to Food and Beverage, Hospitality, Tourism, and Merchandising Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 10.\u003c\/b\u003e Social Media for Revenue Generation\u003cbr\u003e Growth of Social Media in Sport\u003cbr\u003e Social Media Platforms in Sport\u003cbr\u003e Selling Sport Versus Selling Through Sport Using Social Media\u003cbr\u003e Using the PRO Method for Social Media Revenue Generation\u003cbr\u003e Measuring Success: Impressions, Engagements, and Ratios\u003cbr\u003e Social Media Netiquette\u003cbr\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 11.\u003c\/b\u003e Sales Force Management\u003cbr\u003e Salesforce Management and Human Resources\u003cbr\u003e Sales and Motivation\u003cbr\u003e Applying Motivational Theories to Sales\u003cbr\u003e Leading the Sales Force\u003cbr\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003cbr\u003e\u003cbr\u003e\u003cb\u003eChapter 12.\u003c\/b\u003e Future Trends in Revenue Generation\u003cbr\u003e Do You Want to Work in the Sport Industry?\u003cbr\u003e The Pro Method Moving Forward\u003cbr\u003e New Revenue Trends\u003cbr\u003e Crisis Management\u003cbr\u003e Summary\u003cbr\u003e Applied Learning Activities\u003cbr\u003e Case Study\u003c\/div\u003e\u003c!--end tabTableOfContents--\u003e\u003cdiv id=\"tab-author\" class=\"tab-content\"\u003e \u003cb\u003eDavid Shonk, PhD,\u003c\/b\u003e is a professor in sport and recreation management at James Madison University, where he has taught courses on sales and marketing. In these courses, he has implemented a calling program for students and sales role-playing.\u003cbr\u003e\u003cbr\u003e Shonk served as a marketing director for a Pittsburgh Pirates and Colorado Rockies professional baseball affiliate, where he was vitally involved in direct sales, marketing and promotion, telemarketing, ticketing, and concessions management. He has prior experience as a development director in the nonprofit sector, where he was involved in sales, fundraising and event planning.\u003cbr\u003e\u003cbr\u003e Shonk is the editor of \u003ci\u003eSport Management Education Journal\u003c\/i\u003e and a coauthor of \u003ci\u003eManaging Sport Events\u003c\/i\u003e.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eJames Weiner, PhD,\u003c\/b\u003e is an assistant professor in sport management at the University of Tampa, where he teaches classes in sport finance, sport marketing, and several contemporary issues, including sport sponsorship and multimedia sales. Weiner actively researches the sales process itself, including publications centered around sport sales classes in higher education, and his dissertation targeted several elements of service quality among box office sales representatives in college athletics.\u003cbr\u003e\u003cbr\u003e Prior to entering academia, Weiner served as the general manager of sales and service for Duke University as an employee of IMG Learfield Ticket Solutions, an organization that offers ticket revenue generation solutions for college athletics departments. He also has prior experience as a senior account executive and has been responsible for selling single, group, season, and corporate tickets in the college athletics landscape.\u003cbr\u003e\u003cbr\u003e Weiner has been published in several journals, including \u003ci\u003eSport Management Education Journal\u003c\/i\u003e.\u003c\/div\u003e\u003c!--end tabAuthor--\u003e\u003cdiv id=\"tab-excerpt\" class=\"tab-content\"\u003e \u003ca class=\"alsoAvailableAs\" href=\"\/blogs\/excerpt\/corporate-social-responsibility\"\u003eCorporate social responsibility\u003c\/a\u003e\u003cbr\u003e\u003ca class=\"alsoAvailableAs\" href=\"\/blogs\/excerpt\/five-step-sport-sales-process\"\u003eFive step sport sales process\u003c\/a\u003e\u003cbr\u003e\u003ca class=\"alsoAvailableAs\" href=\"\/blogs\/excerpt\/the-grant-writing-process-for-sport-organizations\"\u003eThe grant writing process for sport organizations\u003c\/a\u003e\u003cbr\u003e\u003cbr\u003e\n\u003c\/div\u003e\u003c!--end tabExcerpt--\u003e\u003cdiv id=\"tab-ancillaries\" class=\"tab-content\"\u003e \u003cp\u003eAll ancillaries are free to adopting instructors through \u003ca href=\"\/pages\/ancillary-materials\" target=\"_blank\"\u003eHK\u003ci\u003ePropel\u003c\/i\u003e\u003c\/a\u003e.\u003cspan style=\"white-space:pre\"\u003e \u003c\/span\u003e   \u003c\/p\u003e\n\u003cp\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 applied activities and end-of-chapter case study discussion questions.\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eTest package.\u003c\/b\u003e Contains 360 questions in true-false and multiple-choice formats. The files may be downloaded for integration with a learning management system or printed as paper-based tests. Instructors may also create their own customized quizzes or tests from the test bank questions to assign to students directly through HK\u003ci\u003ePropel\u003c\/i\u003e. Multiple-choice and true-false questions are automatically graded, and instructors can review student scores in the platform.\u003c\/p\u003e\n\u003cp\u003eC\u003cb\u003ehapter quizzes.\u003c\/b\u003e Contains ready-made quizzes to assess student comprehension of the most important concepts in each chapter. Each quiz is drawn from questions in the larger test bank and may be downloaded or assigned to students directly through HK\u003ci\u003ePropel\u003c\/i\u003e. The chapter assessments are automatically graded, and instructors can review student scores in the platform.\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003ePresentation package.\u003c\/b\u003e Features PowerPoint slides of 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\u003cp\u003e\u003cb\u003eInstructors also receive access to all student materials in HK\u003ci\u003ePropel\u003c\/i\u003e.\u003c\/b\u003e For \u003ci\u003eSales and Revenue Generation in Sport Business\u003c\/i\u003e, this includes practical interactive scenarios that will better prepare students to enter the sport industry. Organized by function of revenue generation (ticket sales, broadcasting revenue, sponsorships, corporate giving, and fundraising), 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.\u003c\/p\u003e\n\u003c\/div\u003e\u003c!--end tabAncillaries--\u003e","brand":"David J. Shonk,James F. Weiner","offers":[{"title":"Ebook With Online Resource","offer_id":43512925945930,"sku":null,"price":80.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1281\/4359\/files\/9781492594239.jpg?v=1777471150","url":"https:\/\/us.humankinetics.com\/products\/sales-and-revenue-generation-in-sport-business-epub","provider":"Human Kinetics","version":"1.0","type":"link"}