Sales and Revenue Generation in Sport Business With HKPropel Access

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.

Audience

Textbook for upper undergraduate and graduate courses in sales, sales management, or revenue generation in sport.

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 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

David Shonk, PhD, 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.

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.

Shonk is the editor of Sport Management Education Journal and a coauthor of Managing Sport Events.

James Weiner, PhD, 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.

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.

Weiner has been published in several journals, including Sport Management Education Journal.

Corporate social responsibility
Five step sport sales process
The grant writing process for sport organizations

All ancillaries are free to adopting instructors through HKPropel.    

Instructor guide. 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.

Test package. 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 HKPropel. Multiple-choice and true-false questions are automatically graded, and instructors can review student scores in the platform.

Chapter quizzes. 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 HKPropel. The chapter assessments are automatically graded, and instructors can review student scores in the platform.

Presentation package. 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.

Instructors also receive access to all student materials in HKPropel. For Sales and Revenue Generation in Sport Business, 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.