Sport Promotion and Sales Management

Aspiring and practicing sport business professionals will learn winning strategies and techniques for promoting and selling the sport product in Sport Promotion and Sales Management. In the first comprehensive book of its kind, leading experts from the classroom and sport business offer unprecedented insight and experiential data to help readers become well versed in sport promotion and sales.

The authors present detailed information on the theory and practice of promoting and selling sport in today’s marketplace. The authors offer up-to-date and insightful cases and analogies on topics not previously covered in sport marketing texts. The topics covered include direct and indirect sales techniques, the multicultural considerations affecting marketing communication, and the design and execution of multilingual advertising and sales campaigns. The book features

· chapter opening objectives and key terms that highlight important vocabulary and concepts for students;

· chapter closing discussion questions and learning enrichment activities that allow instructors to reinforce key points and help students apply what they’ve learned;

· practitioner perspectives, including firsthand advice and discussions of promotion and sales issues affecting today’s sales and marketing professionals; and

· an overall emphasis on direct and indirect sales techniques.

Sport Promotion and Sales Management tackles all the complex responsibilities that are categorized as sales and promotion, giving students and aspiring professionals the critical information they need to launch and develop their careers in sport business. This text is guaranteed to give students and professionals a competitive edge in sport business.

Richard L. Irwin, EdD, is an associate professor and director of the Bureau of Sport and Leisure Commerce at the University of Memphis in Tennessee. He also serves as director of sales and marketing for the AXA Liberty Bowl and has consulted with numerous sport businesses on topics relating to sales and promotion. Dr. Irwin has taught promotion and sales at the university level for more than 10 years. He is well published and widely known in sport promotion and sales circles. He has contributed to a variety of textbooks and has presented at national and international conferences.

William A. Sutton, EdD, is a professor of sport management at the University of Massachusetts at Amherst and vice president of team marketing services for the NBA. He has more than 20 years of sport consulting and marketing experience. Dr. Sutton’s clients included the NHL, NFL, and LPGA. He has also served as the president of the North American Society for Sport Management and as coeditor of Sport Marketing Quarterly. He is widely published in sport marketing and is coauthor of the book Sport Marketing. Dr. Sutton has given more than 100 national and international presentations.

Larry M. McCarthy, PhD, is an associate professor of management at the Stillman School of Business at Seton Hall University in New Jersey. A native of Ireland, he has international sport promotion and sales management experience and is a regular participant in national and international sport management conferences. Dr. McCarthy was appointed by the Atlanta Committee for the Olympic Games (ACOG) as an Olympic envoy to the Olympic Council of Ireland for the 1996 Olympic Games.