Sport promotion and sales management / Richard L. Irwin, William A. Sutton, Larry M. McCarthy.

Includes bibliographical references (pages 311-329) and index.

Introduction to sport promotion and sales -- Theoretical foundations for effective sport promotion and sales -- Sport consumer incentivization -- Sport ticket sales staff training -- Sport ticket sales -- Customer service and retention -- Sport sponsorship fundamentals -- Sport sponsorship sales -- Sport sponsorship activation -- Promotional merits of sport licensing -- E-commerce as a promotional tool -- Sport brand communications -- Sport promotion and sales risk management.

"Students in sport management and professionals in the sport industry will find Sport Promotion and Sales Management, Second Edition, brimming with fresh and innovative ideas and techniques in sales, promotion, and sponsorship. In keeping pace with the changing times in the sport promotion and sales industry, this book features much new material." "The authors provide numerous examples based on their own experiences in consulting with teams, events, and organizations in the NFL, NBA, NHL, and LPGA. In addition, the authors offer contemporary examples of sales and promotion management in practice, further illuminating successful practice for readers.".

"Sport Promotion and Sales Management, Second Edition, presents a wide-ranging view of what it takes to be successful in the field. With its complete and current coverage of pertinent issues, this text is an invaluable resource for students and professionals alike as they prepare for or shape their careers in sport promotion and sales."--BOOK JACKET.