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Chapter 1. Introduction to Sport Promotion and Sales
Pregame Introductions
Distinguishing Promotion From Marketing
Integrated Promotional Agendas
Planning and Managing the Campaign
Rationale for the Study of Sport Promotion and Sales
Postgame Wrap-Up
Chapter 2. Theoretical Foundations for Effective Sport Promotion and Sales
Pregame Introductions
Communications Defined
The Receiver
Integrated Marketing Communications Model
Postgame Wrap-Up
Chapter 3. Incentivizing Sport Consumers
Pregame Introductions
Traditional Incentives: Price-Based or Sales Promotions
Sport Consumer Behavioral Response Incentives
Implementing the Incentive Plan
Incentive Plan Checklist
Postgame Wrap-Up
Chapter 4. Training the Sport Ticket Sales Staff
Pregame Introductions
What Every Prospective Salesperson Needs to Know
Recruiting
Interviewing
Training and Orientation
Building a Sales Culture
Retaining and Motivating the Sales Staff
Academic Preparation
Postgame Wrap-Up
Chapter 5. Generating Ticket Sales in Sport
Pregame Introductions
Defining Sales
The Sales Process
Selling Products Unique to the Sport Industry
Putting It All Together: The Ticket Sales Department
Postgame Wrap-Up
Chapter 6. Sport Ticket Customer Service and Retention
Pregame Introductions
Defining Relationships
Defining Customer Service
What Customers Expect
Post-Game Wrap-Up
Chapter 7. Sport Sponsorship Fundamentals
Pregame Introductions
Sponsorship Defined
Sport Sponsorship Platforms
Sponsorship Management
Setting and PrioritizingSponsorship Objectives
Postgame Wrap-Up
Chapter 8. Sport Sponsorship Sales
Pregame Introductions
Sport Sponsorship Sales Force Management
Sales Process: Eduselling
Step One: Identify the Prospect
Step Two: Prepare "How-to" Guides
Step Three: Partner With the Prospect
Step Four: Schedule a Product Sampling Experience
Step Five: Design Follow-Up Procedures
Step Six: Make the Offer
Step Seven: Close the Deal
Step Eight: Complete Aftermarketing Sales and Follow-Up
Step Nine: Complete an Evaluation and Provide Feedback
Postgame Wrap-Up
Chapter 9. Sport Sponsorship Activation
Pregame Introductions
Sponsorship Activation
Research and Evaluation
Sponsorship Renewal
Postgame Wrap-Up
Chapter 10. Promotional Merits of Sport Licensing
Pregame Introductions
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
Postgame Wrap-Up
Chapter 11. E-Commerce as a Promotional Tool in Sport
Pregame Introductions
The Internet and Sport Promotion
Web Content
Extending the Boundaries of the Stadium
Postgame Wrap-Up
Chapter 12. Sport Brand Communications
Pregame Introductions
Importance of a Strategic Focus
Modes of Brand Communication
Postgame Wrap-Up
Chapter 13. Sport Promotion and Sales Risk Management
Pregame Introductions
Risk Management Cycle
Legal Principles for the Sport Promotion Manager
Case Studies
Postgame Wrap-Up
Appendix A. Redbirds FansFirst Plan 2001
Appendix B. Memphis Redbirds Sponsor Survey
| Price | Condition | Delivery | Seller | Action |
| $99.99 | Digital |
| WonderClub |
Robert E Nemchik
reviewed Sport promotion and sales management on January 30, 2016
Sport promotion and sales management
If you want to know what to expect when dealing with a brain injured person this is the book. It covers the emergency phase to years later.
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Add Sport promotion and sales management, Audiences: A text for students in sport management courses, including sport sales, sport sponsorship, and sport promotion courses. Also a reference for libraries and for sport sales reps, sponsorship reps, and sport marketers. As more spo, Sport promotion and sales management to the inventory that you are selling on WonderClubX
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Add Sport promotion and sales management, Audiences: A text for students in sport management courses, including sport sales, sport sponsorship, and sport promotion courses. Also a reference for libraries and for sport sales reps, sponsorship reps, and sport marketers. As more spo, Sport promotion and sales management to your collection on WonderClub |