Midterm Review Flashcards
1
Q
Act of Selling
1. Be Prepared
A
- know your product
- know who you are selling to
2
Q
Act of Selling
2. Get a Meeting
A
- set a time and place
3
Q
Act of Selling
3. Appearance
A
- be equal to better dressed as person you are meeting
4
Q
Act of Selling
4. Attitude
A
- positive & friendly
- remember you need them; they don’t need you
5
Q
Act of Selling
5. Control Nerves
A
- preparation
- mental projection
6
Q
Act of Selling
6. Greeting
A
- positive
- eye contact
- body language
- voice inflection
7
Q
Act of Selling
7. Read the Person
A
- common points of interest
8
Q
Act of Selling
8. Sales Pitch
A
- know their position
(financially, marketplace)
9
Q
Act of Selling
9. The Close
A
- reiterate your position
- offer availability
- ask how and when to contact them
10
Q
Act of Selling
10. Follow Up
A
- “is there anything I can do to make this work?”
11
Q
What is Sport Marketing?
A
area of marketing where consumers are fans and product is a team
12
Q
What is Contingency Based-Promotion Incentive?
A
- (you do this, you get something)
- supply email, get 10% off
13
Q
What is Upselling?
A
- getting the consumer to buy more than originally wanted
14
Q
What is Life-Blood of a sports organization?
A
- Ticket sales
15
Q
Frequency Elevator
A
- goal is to try to get non-users/light users up to heavy user level; to move consumers up the escalator to buy more tickets
16
Q
What is a Butterfly Customer
A
- fair weather fan
- influenced by deals & incentives
17
Q
Correct definition of PSL
A
- Permanent Seat License
- season ticket holders
18
Q
Definition of Equity
A
- what each person gets
19
Q
What is monitoring?
A
- what are we doing right or wrong
20
Q
Definition of Sales
A
- the action of selling something
21
Q
What does AIDA stand for?
A
- way to measure whether your messaging is good or not
- Awareness: advertising
- Internet: PR
- Desire: Incentive
- Action: Sale
22
Q
What does open Hands
represent?
A
- inviting, more crowd responsive, comfort, friendly
23
Q
What does Hands faced down?
A
- represents domination, power
- think Hitler example
24
Q
Components of S.A.L.E.
A
- Salable Product (demand or interest for product)
- Attitude (approach of salesperson.. believable, good listener, positive
- Leads (identifying prospects)
- Equity (what each person gets)
25
Definition of Retention
- provides satisfaction and reinforcement for past/current customers
26
Definition of Relationship Marketing
- building long term equity relationships
27
What is Visible?
- customers need to know where to find you
28
What are 10 deadly sins of Customer Service?
- "i don't know"
- "I don't care"
- "I can't be bothered"
- "I don't like you"
- "I know it all"
- "You don't know anything"
- "We don't want your kind here"
- "Don't come back"
- "I'm right, you're wrong"
- "Hurry up and wait"
29
What is Supply & Demand Theory?
- low supply = high demand
- low demand = high supply
30
Act of Buying ( Fit component)
- do all of the elements fit in my lifestyle?
- quality, quantity, time, cost
- Why Consumers buy
31
What are 2 Styles of Ticket Sales?
- Product Focused (benefits, features, quality, reputation)
- Customer Focused ( How can i help you?, building partnerships )
32
Sales Process & Priority
Best to retain Current Customers as they are more cost effective
33
What is CRM
(Customer Relationship Management) turning customer knowledge into revenue
34
What are Flexbooks?
- coupons, not tickets to use to any game/any amount
35
Direct Mail concept
- sales strategy to increase revenue
- advantages: direct & specific, hold hard copy
- disadvantages: costly, junk mail (white noise)
36
Telemarketing concept
- advantages: personalized, cost-manageable, ability to gather data
- disadvantages: hang up/not connecting, block call/no call registry, cell phones
37
Investments by Consumers
- Purchases made by a Consumer.
- 3 types of resources a person looks at:
- Money (money to attend)
- Time (time to attend event)
- Emotions (handle a win/loss)
38
What is Outsourcing?
- selling tickets on internet
- advantages: cost, time/expertise
- disadvantages: lose personal connection, elimination of jobs, lose control of product
39
What is a Buyers Market
- consumers have choices on whom to purchase from
- no difference on what the product may be
40
What is a Salable Product?
- demand or interest for product
41
Status and Communication def.
- position you are in an organization and gives you automatic credibility
- most important tool in sales
42
Stages of a Sales Person
1. Exploration: starting out, finding an occupation (20s)
2. Establishment: after you perform for years (30s)
3. Maintenance: more interested in security; looking back on past performance
4. Disengagement: other things other than work take priority (50s, 60s)
