SEM I 4.09 4.10

When customizing a presentation, the salesperson determines the needs of a prospect by developing which component?

• Business proposition

• Professional outline

• Sales quota

• Customer profile

When preparing handouts for a sales presentation, it is important for a salesperson to know what about the audience?

• Gender

• Size

• Income

• Personality

In planning to make calls, the salesperson focuses on learning more about which component?

• Business

• Territory

• Product

• Customer

Which selling option is one that sports or event marketers are most likely to use to reach individual season ticket holders?

• Personal selling

• Product demonstration

• Direct mail

• Distribution outlets

What is the purpose of scripts for salespeople while they are presenting?

• Impress upper management

• Hand out to audience members

• Jog their memory during a presentation

• Read verbatim so they do not miss main points

What is a step in the sales presentation process that salespeople should prepare for in advance?

• Referral

• Feedback

• Approach

• Follow-up

Why should salespeople create favorable impressions during the initial contact with sports or event customers?

• Customer rapport is unimportant.

• Customers want to ask for assistance.

• First impressions seldom last very long.

• First impressions are difficult to change.

When writing a script for a sales presentation, a salesperson should use language that has which features?

• Complex, intricate, and intense

• Conceptual, intellectual, and difficult

• Positive, precise, and pertinent

• Childish, humorous, and spontaneous

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?

• Customer benefit

• Meet and greet

• Introductory

• Question and answer

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?

• To customize the materials to specific groups

• To motivate the recipients to open the sales packet

• To indicate that the materials are all from one organization

• To provide information that is relevant to the upcoming season