Chapter 11: Selling Sports & Entertainment (SEM)

Front

The sales process steps in which the salesperson learns everything possible about the products and services offered, the target market, and the competition.

Back

preapproach

Front

Registered businesses that legally buy and sell tickets to a variety of entertainment events and guarantee ticket authenticity.

Back

ticket brokers

Front

Building a customer base and carefully scheduling time spent with customers.

Back

customer management

Front

Promotions that give special tickets prices to members of a group when tickets are purchased in large quantities.

Back

group packages

Front

Premium stadium seats that are usually located outdoors and provide a source of high revenue.

Back

club seats

Front

Contacting potential customers at random without researching the customers' needs first.

Back

cold calling

Front

Information and data gathered on prospective customers who have shown interest in the product or service and/or meet the definition of the target market.

Back

leads

Front

Those who sell tickets to major sporting and entertainment events for inflated prices.

Back

ticket scalpers

Front

Lavish rooms inside stadiums and arenas that allow corporate executives and some wealthy private individuals to entertain clients and friends while watching sports and entertainment events.

Back

luxury boxes

Front

Asking customers if they want to purchase related products.

Back

suggestion selling