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WorksheetsChapter 11: Selling Sports & Entertainment (SEM)
Total questions: 25
Worksheet time: 13mins
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
At which stage of the sales process might suggestion selling be used?
approach
demonstration
closing the sale
follow up
For most purchases, the majority of consumers go through a decision-making process that includes all the following steps EXCEPT
reach a decision and buy a product
recognize a need for a product
know the competition
evaluate alternative products
Customer management includes
carefully scheduling time spent with customers
developing an effective record-keeping system of customer data
gaining a better understanding of customer including, product preferences and other demographics
all the answers are correct
The National Association of Ticket Brokers has a code of standards and ethics requiring members to support Super Bowl ticket orders with a(n) ______ percent guarantee.
100
80
200
150
Prospective customers who have shown interest in the product or service are called
closers
leads
cold calls
repeats
Personal selling is appropriate for
expensive items.
complex products that need explanation.
markets with a few large customers.
all the answers are correct
Why is it important that successful salespeople know the competition?
The may switch jobs and work for them one day.
They must be able to explain the difference between their products and the competitors.
So they say negative things about their product.
They don't need to know their competition as long as they know their own product.
Why is it important that successful salespeople know the product?
So they don't have to look at cheat sheets for product information.
So they can effectively communicate product information to customers.
To maintain credibility with competitors.
So they don't have to go to continued education.
Ticket brokers
work in an illegal profession.
are the same as ticket scalpers.
obtain the best tickets through the Internet.
only sell tickets through the Internet.
Ticket scalpers
sell tickets to major entertainment events.
sell tickets for more than their face value.
may be arrested for illegal activity in many states.
all the answers are correct
Club seats
are located in lavish rooms inside stadiums and arenas
are located at the press boxes level of the arena.
often come with added benefits, such as access to exclusive restaurants, merchandise stands, and lounge areas.
are available only to members of corporate clubs.
Luxury boxes
low in the stands near field level.
are decreasing in popularity and demand.
are located in lavish rooms inside stadiums and arenas.
are not a great source of revenue because they are priced too high.
What is NOT true of a ticket broker?
They are registered business that legally buys and sells tickets to entertainment & sporting events.
Many of the ticket transactions occur in person or at the event.
Most reputable brokers are members of the National Association of Ticket Brokers.
Major ticket brokers offer a wide variety of tickets, often selling them for more than their face value.
Cold calling
is relied heavily by market-oriented businesses.
involves making calls to cold weather markets.
involves contacting potential customers at random without researching the customers' needs.
None of the answers are correct.
Sports and entertainment marketers try to appeal to groups by offering
special ticket prices on large quantities of tickets
live entertainment or fireworks after the event
access to luxury boxes in return for contributions
all the answers are correct
