Test Description: SEM I 4.08 - 4.10Instructions: Answer all questions to get your test result. Show
1) Brian needs to generate some out-of-the-box sales promotion ideas for an upcoming tennis tournament. He is unsure of how to start, but he does know that the tournament’s marketers want to reach the 18-to-35-year-old crowd. How is Brian preparedAHe knows his competition BHe is putting a new twist on an old idea. CHe knows his target market. DHe is brainstorming 2) Which is a consideration when implementing a ticket sales campaign?ASeating arrangement BOrganized hospitality CName recognition DImmediate accessibility 3) Sales promotion is a major part of sports or event marketing due to which situation?AThere are few sports or event customers BThe industry is so highly competitive. CThe industry can get very boring. DThe most important task in sports or event marketing is ticket sales. 4) What should one understand first when setting out to develop “out-of-the-box” sales promotion ideas for one’s game or event?AThere is no way to be prepared for inspiration. BHe/She needs a certain amount of experience. CThere is no particular source or technique. DHe/She need a certain amount of education. 5) Which is one of the features of a sports event such as a football game?Atangible BImpulsive Cunpredictable Dconsistency 6) Which is one of the main features of a sport product?Aextensions Bathletes Ctickets DFranchises 7) When a person ask, “How will my customers receive this sales promotion?” which step in the process of generating “out-of-the-box” sales promotion ideas are they doing?ADetermine how to get the news out BDetermine delivery CDetermine incentive DDetermine creativity 8) When customizing a presentation, the salesperson determines the needs of a prospect by developing which component?Asales quota Bprofessional outline CBusiness proposition Dcustomer profile 9) Why should salespeople create favorable impressions during the initial contact with sports or event customers?AFirst impressions are difficult to change BFirst impressions seldom last very long. CCustomers want to ask for assistance DCustomer rapport is unimportant 10) What is a step in the sales presentation process that salespeople should prepare for in advance?AReferral Bapproach Cfollow-up Dfeedback 11) Which selling option is one that sports or event marketers are most likely to use to reach individual season ticket holders?Adirect mail Bproduct demonstration Cdistribution outlet Dpersonal selling 12) In planning to make calls, the salesperson focuses on learning more about which component?Aterritory Bcustomer Cproduct Dbusiness 13) When preparing for a sales presentation, a salesperson decides to greet a prospective customer by asking if she would like to save money on office supplies. This is often called which type of approach?Aquestion and answer Bmeet and greet Cintroductory Dcustomer benefit 14) What is the purpose of scripts for salespeople while they are presenting?AJog their memory during a presentation BRead verbatim so they do not miss main points CImpress upper management DHand out to audience members 15) A sports marketer has developed a sales packet that contains a team brochure, schedule, and a season ticket application. Why should all of the materials have the same basic appearance?ATo motivate the recipients to open the sales packet BTo provide information that is relevant to the upcoming season CTo customize the materials to specific groups DTo indicate that the materials are all from one organization 16) When writing a script for a sales presentation, a salesperson should use language that has which features?AChildish, humorous, and spontaneous BPositive, precise, and pertinent CConceptual, intellectual, and difficult DComplex, intricate, and intense 17) When preparing handouts for a sales presentation, it is important for a salesperson to know what about the audience?Agender Bsize Cpersonality Dincome 18) To develop long-term relationships with fans, professional sports teams should do which activity?ARedesign branding elements BBuild emotional connections with them CIncrease licensing fees to ensure profitability DHave inflexible ticket sales policies 19) How can sports or event marketers establish positive relationships with their customers or clients?AUse generic sales presentations BPrepare a product demonstration CAsk close-ended questions DCommunicate specific benefits 20) What is a benefit of establishing good relationships with sports or event customers and fans?AConsistent quality BFlexible marketing CLong-term loyalty DHigh-level pricing *select an answer for all questions Teachers: Create FREE classroom games with your questions
Click for more info! What are the 4 sales presentation methods?The four categories, namely memorized(structured), persuasive selling(semi-structured), need-satisfaction(unstructured), and problem-solution(centralized), are presented in a zig-zag fashion to make ample space for the additional details.
What is sales presentation and its methods?In selling technique, a sales presentation or sales pitch is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service.
What is the final step in the selling process?The last stage of the selling process is the follow-up. After you've successfully made a sale, it's important to keep track of the customer journey. Following up is an important step in ensuring customer satisfaction, retaining clients, and even helping you find new customers in the future.
What should one understand first when setting out to develop out of the box sales promotion ideas for one's game or event?What should one understand first when setting out to develop "out-of-the-box" sales promotion ideas for one's game or event? There is no particular source or technique. A primary reason that sports or event marketers sell advertising space in their programs is to obtain which goal?
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What is a step in the sales presentation process that salespeople should prepare for in advance?
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