WorksheetsSEM I 4.09 4.10
Total questions: 14
Worksheet time: 7mins
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
How can sports or event marketers establish positive relationships with their customers or clients?
Ask close-ended questions
Use generic sales presentations
Prepare a product demonstration
Communicate specific benefits
To develop long-term relationships with fans, professional sports teams should do which activity?
Have inflexible ticket sales policies
Build emotional connections with them
Increase licensing fees to ensure profitability
Redesign branding elements
When is a lottery system an equitable way of selling tickets to school alumni during the demand for college football tickets?
If the demand fluctuates every season
If the demand is lower than originally anticipated
If the demand remains consistent over time
If the demand is higher than the available supply
What is a benefit of establishing good relationships with sports or event customers and fans?
Long-term loyalty
Flexible marketing
High-level pricing
Consistent quality
