Sport Promotion and Sales Management by Richard L. Irwin, William A. Sutton, Larry M. McCarthy

Synopsis

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.

Booknews

This textbook for aspiring sport business professionals outlines the major strategies and techniques for promoting and selling a sport product. It explains the theory underlying sport promotion and sales, and describes its application with practical examples from the marketplace. Contemporary issues are highlighted. Checklists, charts, diagrams, and black and white photographs appear throughput. The authors include academics, NBA officials, and the director of the Bureau of Sport and Leisure Commerce. Annotation c. Book News, Inc., Portland, OR (booknews.com)

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Biography

Richard L. Irwin, EdD, is a professor and the director of the Bureau of Sport & Leisure Commerce at the University of Memphis. He has taught promotion and sales at the university level for 18 years and has served as consultant with numerous sport businesses on topics relating to sales, sponsorship, licensing, and promotion. A founding member and past president of the Sport Marketing Association (SMA), Dr. Irwin has published numerous articles in sport marketing and management journals, contributed to books, and delivered presentations at regional, national, and international conferences on topics associated with sales and promotion.

William A. Sutton, EdD, currently serves as a professor and associate department head for the DeVos Sport Business Management graduate program at the University of Central Florida. In addition to his duties at UCF, Dr. Sutton is the founder and principal of Bill Sutton & Associates, a consulting firm specializing in strategic marketing and revenue enhancement. Before assuming his current positions, he served as vice president of team marketing and business operations for the National Basketball Association and has held academic appointments at Robert Morris University, Ohio State University, and the University of Massachusetts at Amherst.

In addition to Sport Promotion and Sales Management, Dr. Sutton is a coauthor for all three editions of Sport Marketing. He has also authored more than 100 articles and has made more than 100 national and international presentations. He is a past president of NASSM and a founding member of the Sport Marketing Association (SMA) and Sport Marketing Quarterly, where he has also servedas coeditor. Dr. Sutton is a featured author for Street and Smith's Sports Business Journal (SBJ) and for the basketball strategy and business magazines Basketball Gigante and FIBA Assist, published in Italy.

Larry McCarthy, PhD, is an associate professor of management and director of the Institute of International Business at the W. Paul Stillman School of Business at Seton Hall University. He teaches in the Center for Sport Management. He held an academic appointment as the coordinator of the graduate sport management program at Georgia Southern University. A founding member of the SMA, he served as the first secretary-treasurer of the association. McCarthy's research interests focus on the activities of professional sport franchises, cross-cultural studies, and international sport management. He has published articles in national and international journals and has presented his work at national and international conferences. A lifelong member of the Gaelic Athletic Association (GAA), he is secretary of the New York Board of the GAA and was an Olympic envoy to the Olympic Council of Ireland for the Centennial Olympic Games.