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.
