CiNii 図書 - Sales and revenue generation in sport business

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 this ebook.

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 Customer's 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

「Nielsen BookData」より

Sales and revenue generation in sport business

著者

書誌事項

大学図書館所蔵全3件

この図書・雑誌をさがす

注記

内容説明・目次

詳細情報

書き出し