The Fundamentals of Sports Media and Sponsorship Sales
The Fundamentals of Sports Media and Sponsorship Sales

Author: David J. Halberstam

Publisher: Bookbaby

Published: 2016-04-14

Total Pages: 0

ISBN-13: 9780692488393

DOWNLOAD EBOOK

The Fundamentals of Sports Media and Sponsorship Sales: Developing New Accounts is a tutorial in narrative form that provides practical step-by-step instruction on how to develop new sports sponsors and advertisers. There's guidance covering the gamut from getting organized, identifying prospects, preparing for the first conversation, commanding the room when presenting a proposal and closing a piece of business. PricewaterhouseCooper forecasts media rights and sponsorship will grow to $37 billion annually by 2018. In 2009, sponsorship and sports media rights produced just north of $20 billion. In today's general environment of restrained growth, sports revenue continues to outpace the expansion of many mainstream industries. Sales are the backbone of support for both these revenue sources. Because of these projections, there will be an accelerated need to find and train best-in-class sports sellers. But sports sellers don't have it easy. There are enough emotional challenges to weaken the resolve of even the best salespeople. As such, the text is chock-full of motivational suggestions and stimulating success stories. The book provides counseling to help sellers maintain their emotional equanimity through the crucibles that they tackle regularly. There are chapters on what sellers can learn from great leaders and many tips and tricks to get through gatekeepers and other obstacles. There are also interviews with some major marketing and advertising executives who share their views on a variety of subjects including how new sports sponsorship opportunities are best presented to them and what they consider to be both helpful and annoying behavior by sellers. Whether it's the chief marketing officer of Wal-Mart or the sponsorship head of MasterCard, the guidance they share is precious. The last chapter covers inspiring cold call successes including the three greatest in sports history; the sale of the naming rights to Barclays for the arena in Brooklyn, the NASCAR sale to Nextel for the naming rights to its cup series and most recently, the multi-million dollar sale by a relative newcomer to the business to Moda Health, covering the naming rights to the Rose Garden in Portland. As a result of this achievement, the seller, Uzma Rawn, was selected to Forbes' top 30 under 30 in the sports space.

Sports Marketing
Sports Marketing

Author: Larry DeGaris

Publisher: Routledge

Published: 2015-02-11

Total Pages: 352

ISBN-13: 1136223452

DOWNLOAD EBOOK

Any sports marketing student or prospective sports marketer has to understand in detail genuine industry trends and be able to recognise solutions to real-world scenarios. Sports Marketing: A Practical Approach is the first textbook to offer a comprehensive, engaging and practice-focused bridge between academic theory and real-life, industry-based research and practice. Defining the primary role of the sports marketer as revenue generation, the book is structured around the three main channels through which this can be achieved — ticket sales, media and sponsorship — and explores key topics such as: Sports markets and business markets (b2b) Fan development Brand management Media audiences, rights and revenue Live sports events Sponsorship Merchandise and retail Integrating real industry-generated research into every chapter, the book also includes profiles of leading industry executives and guidance for developing and preparing for a career in sports marketing. It goes further than any other sports marketing textbook in surveying the international sports market, including international cases and detailed profiles of international consumer and business markets throughout. A companion website offers multiple choice questions for students, editable short answer and essay questions, and lecture slides for instructors. No other textbook offers such a relevant, practice-focused overview of contemporary sports marketing. It is the ideal companion to any sports marketing course.

How To Be Successful At Sponsorship Sales
How To Be Successful At Sponsorship Sales

Author: Allen, Sylvia

Publisher: Trafford Publishing

Published: 2010-07-28

Total Pages: 230

ISBN-13: 1426977484

DOWNLOAD EBOOK

Where do you find money in today's money-tight world? If you are a producer of events, community activities, sports, parades, park and recreation activities ... Anything that attracts the general public for recreation ... You should read this book. HOW TO BE SUCCESSFUL AT SPONSORSHIP SALES gives you a roadmap that guarantees your success in finding money for your projects. How do you sell sponsorship? What do sponsors want? How do you determine what benefits are of greatest value to a sponsor? Where do you find sponsors? How do you talk to them? Are you a for profit or non profit organization? This book provides all the tools you need ... even gives you the words to use on a sales call! Sample contracts, how to price your event, where to find guaranteed sponsors for an event...the book them all and more. Written by a professional sponsorship salesperson, Sylvia Allen, the book takes you through the money soliciting/sales process, step by step. Discover how to maximize your selling time while ensuring that you deliver 150% to your sponsors. The book is a staple with colleges teaching event marketing and management. Make it a staple on your bookshelf too.

Sales and Revenue Generation in Sport Business
Sales and Revenue Generation in Sport Business

Author: David J. Shonk

Publisher: Human Kinetics

Published: 2021-10-21

Total Pages: 346

ISBN-13: 1492594237

DOWNLOAD EBOOK

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 not included with this ebook but may be purchased separately.

Sports Sponsorship
Sports Sponsorship

Author: John A. Fortunato

Publisher: McFarland

Published: 2013-08-14

Total Pages: 227

ISBN-13: 0786474319

DOWNLOAD EBOOK

This book focuses on how the sponsorship of sports works: the costs, the goals, evaluation and selection of the property a sponsor chooses, how to activate a sponsorship, how to create a brand association, public relations and brand image possibilities. Anything is possible in a sponsorship, it is simply what the sponsor and the property can agree to during their negotiations. There is, for example, the opportunity for product category exclusivity--no competing brand at a particular location. With the audience being harder to reach because of technology, sponsorship continues to be a viable way to obtain brand exposure and better connect a brand with a consumer. With global sponsorship spending totaling more than $51 billion, it is clear that many companies see this as an important promotional communication strategy. Instructors considering this book for use in a course may request an examination copy here.

Sport Promotion and Sales Management
Sport Promotion and Sales Management

Author: Richard L. Irwin

Publisher: Human Kinetics

Published: 2008

Total Pages: 356

ISBN-13: 9780736064774

DOWNLOAD EBOOK

This is a guide to promotion and sales in the sport industry. Experts from the classroom and sports field offer insights and experiential data on the skills needed to succeed in sports promotion and sales.

Sports Marketing
Sports Marketing

Author: Matthew D. Shank

Publisher: Prentice Hall

Published: 2005

Total Pages: 0

ISBN-13: 9780131440777

DOWNLOAD EBOOK

Sports Marketing takes a strategic business perspective, keeping pace with the ever-changing environment of the sports world. Organized around a framework of the strategic marketing process that can be applied to the sports industry, it provides an appreciation for the growing popularity of women's sports and the globalization of sport. This edition concentrates on the rising costs, escalating salaries, the price of new stadiums and arenas, and sports ethics versus the incredible appetite of consumers for sports. Extensive treatment is given to understanding consumers as spectators and participants; in addition to planning the sports marketing mix (product, price, promotion, and place), it examines the execution and evaluation of the planning process. An excellent source of information for directors of sports marketing, directors of sports promotion, athletic directors, directors of community/public relations, directors of ticket sales, directors of sponsorship sales, sports marketing coordinators, sports promotion coordinators, and recreation/borough sports directors.

Fundamentals of Sport Marketing
Fundamentals of Sport Marketing

Author: Brenda G. Pitts

Publisher: Fitness Information Technology

Published: 2013

Total Pages: 0

ISBN-13: 9781935412403

DOWNLOAD EBOOK

"Fundamentals of Sport Marketing" has long been the premier textbook in its field, and this updated, expanded fourth edition once again delivers superior content for aspiring sport marketers. As the most contemporary, comprehensive text of its kind, Fundamentals of Sport Marketing, 4th Edition, is a must-have resource for current data, trends, and concepts critical to success in the ever-changing world of sport. Students just beginning to explore their options in the sporting industry will gain a firm foundational understanding of sport marketing principles and strategies. As they explore the text, they will encounter a broad range of topics, including in-depth analyses of marketing mix components, media relations in sport, and use of licensing and logos in the sport industry. A brand-new chapter covers social media and its increasing impact on sport marketing. The authors, Dr Brenda Pitts and Dr David K Stotlar are internationally well-known experts in the sport industry. Their extensive experience both consulting and working in the field allows them to share their unique insights with the newest generation of sport marketers.

Sponsorship in Marketing
Sponsorship in Marketing

Author: T. Bettina Cornwell

Publisher: Routledge

Published: 2020-03-11

Total Pages: 213

ISBN-13: 1000036863

DOWNLOAD EBOOK

Sponsorship of sports, arts or events can be a powerful form of marketing communication for businesses and organizations. This new edition of Sponsorship in Marketing introduces the fundamentals of sponsorship-linked marketing, helping the reader to understand how sponsorship can be planned, executed and measured. Drawing on original research and exploring key theory, best practice and cutting-edge issues, the book fully explains how the sponsor can implement successful sponsorship to achieve communication and engagement objectives. It covers every important conceptual and functional area of sponsorship in marketing communications, including: understanding the technology-led transformation of sponsoring learning about audiences, strategies and objectives leveraging and activation in traditional and social media building sponsorship portfolios and rosters managing and ending relationships understanding public policy and legal issues Every chapter includes international case studies and examples, test questions, and data from real organizations, business, campaigns and events, vividly illustrating the link between fundamental principles and effective practice. This updated edition features a new model of the sponsorship process with an ecosystem perspective, discussion of endorsers and influencers in sponsorship, an introduction to the impact of streaming on sponsoring, and entirely new thinking on sponsorship returns and evaluation. No other book provides such a comprehensive, evidence-based introduction to sponsorship, demonstrating how organizations can connect brands to real life. This is essential reading for all students and practitioners working in sport marketing, sport business, events marketing, arts administration, business communication or marketing management.

Sponsorship in Marketing
Sponsorship in Marketing

Author: T. Bettina Cornwell

Publisher: Routledge

Published: 2014-07-17

Total Pages: 248

ISBN-13: 1317810430

DOWNLOAD EBOOK

Sponsorship of sports, arts or events can be a powerful form of marketing communication for businesses and organizations. This book introduces the fundamentals of sponsorship-linked marketing, helping the reader to understand how sponsorship can be planned, executed and measured. Drawing on original research, and exploring key theory, best practice and cutting-edge issues, this is also the only book to fully explain how the sponsor can implement successful sponsorship campaigns and achieve their communication objectives. The book covers every important conceptual and functional area of sponsorship in marketing communications, including: audiences, strategies and objectives leveraging and activation building sponsorship portfolios measurement and evaluation ambush marketing managing relationships internal audiences public policy and legal issues Every chapter includes case studies, examples and data from real organizations, business, campaigns and events, vividly illustrating the link between fundamental principles and effective practice. No other book provides such a comprehensive, evidence-based introduction to sponsorship, demonstrating how organizations can connect brands to real life. This is essential reading for all students and practitioners working in sport marketing, sport business, events marketing, arts administration, business communication or marketing management.