More New and Used
from Private Sellers
Only one copy
in stock at this price.
In Stock Usually Ships in 24 Hours.
In Stock Usually Ships in 24 Hours.
Questions About This Book?
Why should I rent this book?
Renting is easy, fast, and cheap! Renting from eCampus.com can save you hundreds of dollars compared to the cost of new or used books each semester. At the end of the semester, simply ship the book back to us with a free UPS shipping label! No need to worry about selling it back.
How do rental returns work?
Returning books is as easy as possible. As your rental due date approaches, we will email you several courtesy reminders. When you are ready to return, you can print a free UPS shipping label from our website at any time. Then, just return the book to your UPS driver or any staffed UPS location. You can even use the same box we shipped it in!
What version or edition is this?
This is the 2nd edition with a publication date of 1/2/2008.
What is included with this book?
- The New copy of this book will include any supplemental materials advertised. Please check the title of the book to determine if it should include any CDs, lab manuals, study guides, etc.
- The Used copy of this book is not guaranteed to inclue any supplemental materials. Typically, only the book itself is included.
- The Rental copy of this book is not guaranteed to include any supplemental materials. You may receive a brand new copy, but typically, only the book itself.
"Sport Promotion and Sales Management, Second Edition," features much new material, including a greatly expanded discussion of sport sponsorship and a radically updated technology chapter. Using their extensive academic and professional experiences, the authors offer real-life contemporary examples of sales and promotion management in practice.
Table of Contents
|Introduction to Sport Promotion and Sales|
|Distinguishing Promotion From Marketing|
|Integrated Promotional Agendas|
|Planning and Managing the Campaign|
|Rationale for the Study of Sport Promotion and Sales|
|Theoretical Foundations for Effective Sport Promotion and Sales|
|Integrated Marketing Communications Model|
|Incentivizing Sport Consumers|
|Traditional Incentives: Price-Based or Sales Promotions|
|Sport Consumer Behavioral Response Incentives|
|Implementing the Incentive Plan|
|Incentive Plan Checklist|
|Training the Sport Ticket Sales Staff|
|What Every Prospective Salesperson Needs to Know|
|Training and Orientation|
|Building a Sales Culture|
|Retaining and Motivating the Sales Staff|
|Generating Ticket Sales in Sport|
|The Sales Process|
|Selling Products Unique to the Sport Industry|
|Putting It All Together: The Ticket Sales Department|
|Sport Ticket Customer Service and Retention|
|Defining Customer Service|
|What Customers Expect|
|Sport Sponsorship Fundamentals|
|Sport Sponsorship Platforms|
|Setting and Prioritizing Sponsorship Objectives|
|Sport Sponsorship Sales|
|Sport Sponsorship Sales Force Management|
|Sales Process: Eduselling|
|Identify the Prospect|
|Prepare "How-to" Guides|
|Partner With the Prospect|
|Schedule a Product Sampling Experience|
|Design Follow-Up Procedures|
|Make the Offer|
|Close the Deal|
|Complete Aftermarketing Sales and Follow-Up|
|Complete an Evaluation and Provide Feedback|
|Sport Sponsorship Activation|
|Research and Evaluation|
|Promotional Merits of Sport Licensing|
|Sport Licensing Marketplace|
|Licensing as a Promotion and Profit-Generating Tool|
|Promotion Through Licensing|
|Promotion of the Licensing Program|
|Licensed Property Protection|
|Licensing Program Leadership|
|E-Commerce as a Promotional Tool in Sport|
|The Internet and Sport Promotion|
|Extending the Boundaries of the Stadium|
|Sport Brand Communications|
|Importance of a Strategic Focus|
|Modes of Brand Communication|
|Sport Promotion and Sales Risk Management|
|Risk Management Cycle|
|Legal Principles for the Sport Promotion Manager|
|Redbirds FansFirst Plan 2001|
|Memphis Redbirds Sponsor Survey|
|About the Authors|
|Table of Contents provided by Publisher. All Rights Reserved.|