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Sport Sales & Licensing > Midterm Review > Flashcards

Midterm Review Flashcards

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Sports Trivia flashcards
1
Q

Act of Selling
1. Be Prepared

A
  • know your product
  • know who you are selling to
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2
Q

Act of Selling
2. Get a Meeting

A
  • set a time and place
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3
Q

Act of Selling
3. Appearance

A
  • be equal to better dressed as person you are meeting
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4
Q

Act of Selling
4. Attitude

A
  • positive & friendly
  • remember you need them; they don’t need you
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5
Q

Act of Selling
5. Control Nerves

A
  • preparation
  • mental projection
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6
Q

Act of Selling
6. Greeting

A
  • positive
  • eye contact
  • body language
  • voice inflection
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7
Q

Act of Selling
7. Read the Person

A
  • common points of interest
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8
Q

Act of Selling
8. Sales Pitch

A
  • know their position
    (financially, marketplace)
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9
Q

Act of Selling
9. The Close

A
  • reiterate your position
  • offer availability
  • ask how and when to contact them
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10
Q

Act of Selling
10. Follow Up

A
  • “is there anything I can do to make this work?”
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11
Q

What is Sport Marketing?

A

area of marketing where consumers are fans and product is a team

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12
Q

What is Contingency Based-Promotion Incentive?

A
  • (you do this, you get something)
  • supply email, get 10% off
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13
Q

What is Upselling?

A
  • getting the consumer to buy more than originally wanted
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14
Q

What is Life-Blood of a sports organization?

A
  • Ticket sales
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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
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16
Q

What is a Butterfly Customer

A
  • fair weather fan
  • influenced by deals & incentives
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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
Q

Definition of Retention

A
  • provides satisfaction and reinforcement for past/current customers
26
Q

Definition of Relationship Marketing

A
  • building long term equity relationships
27
Q

What is Visible?

A
  • customers need to know where to find you
28
Q

What are 10 deadly sins of Customer Service?

A
  • “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
Q

What is Supply & Demand Theory?

A
  • low supply = high demand
  • low demand = high supply
30
Q

Act of Buying ( Fit component)

A
  • do all of the elements fit in my lifestyle?
  • quality, quantity, time, cost
  • Why Consumers buy
31
Q

What are 2 Styles of Ticket Sales?

A
  • Product Focused (benefits, features, quality, reputation)
  • Customer Focused ( How can i help you?, building partnerships )
32
Q

Sales Process & Priority

A

Best to retain Current Customers as they are more cost effective

33
Q

What is CRM

A

(Customer Relationship Management) turning customer knowledge into revenue

34
Q

What are Flexbooks?

A
  • coupons, not tickets to use to any game/any amount
35
Q

Direct Mail concept

A
  • sales strategy to increase revenue
  • advantages: direct & specific, hold hard copy
  • disadvantages: costly, junk mail (white noise)
36
Q

Telemarketing concept

A
  • advantages: personalized, cost-manageable, ability to gather data
  • disadvantages: hang up/not connecting, block call/no call registry, cell phones
37
Q

Investments by Consumers

A
  • 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
Q

What is Outsourcing?

A
  • selling tickets on internet
  • advantages: cost, time/expertise
  • disadvantages: lose personal connection, elimination of jobs, lose control of product
39
Q

What is a Buyers Market

A
  • consumers have choices on whom to purchase from
  • no difference on what the product may be
40
Q

What is a Salable Product?

A
  • demand or interest for product
41
Q

Status and Communication def.

A
  • position you are in an organization and gives you automatic credibility
  • most important tool in sales
42
Q

Stages of a Sales Person

A
  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)

Sport Sales & Licensing (1 decks)

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