Chapter 11: Selling Sports & Entertainment (SEM)

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

• approach

• demonstration

• preapproach

• closing the sale

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

• ticket scalpers

• ticket brokers

• stock broker

• cold callers

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

• customer management

• customer building

• time management

• suggestion selling

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

• discount days

• bulk ticket prices

• group packages

• none of the answers are correct

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

• luxury boxes

• general admission seats

• group packages

• club seats

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

• blanket calling

• cold calling

• random calling

• suggestion selling

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.

• references

• prospects

• scalpers

• leads

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

• ticket scalpers

• ticket brokers

• ticket peddlers

• leads

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.

• corporate entertainment cubes

• luxury boxes

• group packages

• club seats

Asking customers if they want to purchase related products.

• suggestion purchasing

• related retail

• suggestion selling

• supplemental selling