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WorksheetsSEM 4.08-4.10A
Total questions: 21
Worksheet time: 21mins
Which is one of the features of a sports event such as a football game?
A Impulsive
B Consistency
C Unpredictable
D Tangible
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 prepared for inspiration?
A He knows his target market.
B He knows his competition.
C He is putting a new twist on an old idea.
D He is brainstorming.
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?
A Determine how to get the news out
B Determine creativity
C Determine incentive
D Determine delivery
Sales promotion is a major part of sports or event marketing due to which situation?
A The most important task in sports or event marketing is ticket sales.
B There are few sports or event customers.
C The industry is so highly competitive.
D The industry can get very boring.
What should one understand first when setting out to develop “out-of-the-box” sales promotion ideas for one’s game or event?
A He/She needs a certain amount of experience.
B There is no way to be prepared for inspiration.
C He/She need a certain amount of education.
D There is no particular source or technique.
Which is a consideration when implementing a ticket sales campaign?
A Name recognition
B Seating arrangement
C Immediate accessibility
D Organized hospitality
Which is one of the main features of a sport product?
A Franchises
B Athletes
C Tickets
D Extensions
Why should salespeople create favorable impressions during the initial contact with sports or event customers?
A Customer rapport is unimportant.
B Customers want to ask for assistance.
C First impressions seldom last very long.
D First impressions are difficult to change.
When customizing a presentation, the salesperson determines the needs of a prospect by developing which component?
A Business proposition
B Professional outline
C Sales quota
D Customer profile
Which selling option is one that sports or event marketers are most likely to use to reach individual season ticket holders?
A Personal selling
B Product demonstration
C Direct mail
D Distribution outlets
When writing a script for a sales presentation, a salesperson should use language that has which features?
A Complex, intricate, and intense
B Conceptual, intellectual, and difficult
C Positive, precise, and pertinent
D 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?
A Customer benefit
B Meet and greet
C Introductory
D 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?
A To customize the materials to specific groups
B To motivate the recipients to open the sales packet
C To indicate that the materials are all from one organization
D To provide information that is relevant to the upcoming season
In planning to make calls, the salesperson focuses on learning more about which component?
A Business
B Territory
C Product
D Customer
When preparing handouts for a sales presentation, it is important for a salesperson to know what about the audience?
A Gender
B Size
C Income
D Personality
What is a step in the sales presentation process that salespeople should prepare for in advance?
A Referral
B Feedback
C Approach
D Follow-up
What is the purpose of scripts for salespeople while they are presenting?
A Impress upper management
B Hand out to audience members
C Jog their memory during a presentation
D Read verbatim so they do not miss main points
To develop long-term relationships with fans, professional sports teams should do which activity?
A Have inflexible ticket sales policies
B Build emotional connections with them
C Increase licensing fees to ensure profitability
D Redesign branding elements
What is a benefit of establishing good relationships with sports or event customers and fans?
A Long-term loyalty
B Flexible marketing
C High-level pricing
D Consistent quality
How can sports or event marketers establish positive relationships with their customers or clients?
A Ask close-ended questions
B Use generic sales presentations
C Prepare a product demonstration
D Communicate specific benefits
When is a lottery system an equitable way of selling tickets to school alumni during the demand for college football tickets?
A If the demand fluctuates every season
B If the demand is lower than originally anticipated
C If the demand remains consistent over time
D If the demand is higher than the available supply
