SEM I 4.08, 4.09 & 4.10 Out-of-the-Box Sales Promotions Out-of-the-Box Sales Promotions Implement...

SEM I 4.08, 4.09 & SEM I 4.08, 4.09 & 4.10 4.10

•Out-of-the-Box Sales PromotionsOut-of-the-Box Sales Promotions•Implement Ticket Sales CampaignImplement Ticket Sales Campaign•Identify Sales MethodologiesIdentify Sales Methodologies•Prepare Sales PresentationPrepare Sales Presentation

Sports PromotionSports Promotion Sales promotion is a major part of Sales promotion is a major part of

sport/event marketing because the sport/event marketing because the industry is so highly competitive. industry is so highly competitive. Smart sport/event marketers know Smart sport/event marketers know that their potential customers have that their potential customers have an endless list of possibilities for how an endless list of possibilities for how to spend their time and money. to spend their time and money.

Sports PromotionSports Promotion

A good sales promotion can help A good sales promotion can help customers decide to spend that customers decide to spend that money with them money with them rather than with rather than with the competition. There are many, the competition. There are many, many potential customers out there many potential customers out there for games and events, so lack of for games and events, so lack of customers is customers is NOTNOT the reason that the reason that sales promotion is so important in sales promotion is so important in sport/event marketing. sport/event marketing.

Sports PromotionSports Promotion

Ticket sales is Ticket sales is NOTNOT necessarily the necessarily the most important part of sport/event most important part of sport/event marketing. The sport/event field is a marketing. The sport/event field is a very exciting very exciting one, not a boring one.one, not a boring one.

Out-of-the-Box PromotionsOut-of-the-Box Promotions

The first thing you should understand The first thing you should understand when setting out to develop "out-of-the-when setting out to develop "out-of-the-box" sales promotion ideas for your box" sales promotion ideas for your game/event is that there is game/event is that there is no particular no particular source or techniquesource or technique for doing so. After for doing so. After all, if there were a proven method, you'd all, if there were a proven method, you'd be back inside the boxbe back inside the box! !

Out-of-the-Box PromotionsOut-of-the-Box Promotions

Inspiration can strike anywhere, Inspiration can strike anywhere, anytime, and there are several ways anytime, and there are several ways you can be prepared for inspiration. you can be prepared for inspiration.

You do You do not need not need a certain amount a certain amount of education or experience to of education or experience to develop "out-of-the-box" sales develop "out-of-the-box" sales promotion ideas.promotion ideas.

Keep the Target Market in Keep the Target Market in MindMind

Brian needs to generate some "out-Brian needs to generate some "out-of-the-box" sales promotion ideas for of-the-box" sales promotion ideas for an upcoming tennis tournament. an upcoming tennis tournament. He's not sure how to start, but he He's not sure how to start, but he does know that the tournament's does know that the tournament's marketers want to reach the 18-to-marketers want to reach the 18-to-35-year-old crowd. How is Brian 35-year-old crowd. How is Brian prepared for inspiration?prepared for inspiration?


Brian is prepared for inspiration because Brian is prepared for inspiration because he knows his target market—18-to-35-he knows his target market—18-to-35-year-olds. year-olds. Keeping that target group in Keeping that target group in mind, Brian will be better able to mind, Brian will be better able to know which ideas will work and which know which ideas will work and which won't. won't.

Knowing your competition means taking Knowing your competition means taking their ideas and improving on them. their ideas and improving on them.


Putting a new twist on an old idea means taking Putting a new twist on an old idea means taking something that's already been done and making it something that's already been done and making it "out-of-the-box." "out-of-the-box."

Brainstorming is a creative-thinking technique Brainstorming is a creative-thinking technique involving the identification of as many involving the identification of as many different ideas as possible during a certain different ideas as possible during a certain time frame. time frame. In this situation, Brian is In this situation, Brian is NOTNOT prepared prepared for inspiration by knowing his competition, putting a for inspiration by knowing his competition, putting a new twist on an old idea, or brainstormingnew twist on an old idea, or brainstorming..

Determining the IncentiveDetermining the Incentive

When you ask, "What does this sales When you ask, "What does this sales promotion offer to customers?" you promotion offer to customers?" you are determining the incentive of your are determining the incentive of your sales promotion. What does it offer? sales promotion. What does it offer? A chance to save money? A free A chance to save money? A free sample or gift? An opportunity to sample or gift? An opportunity to experience something they can't experience something they can't unless they attend your game or unless they attend your game or event? event?

What does sales promotion What does sales promotion offer?offer?

Your sales promotion Your sales promotion mustmust satisfy a satisfy a need/desire of your target customer. need/desire of your target customer.

Determining creativity is Determining creativity is NOTNOT one of one of the final three steps in the process of the final three steps in the process of identifying "out-of-the-box" sales identifying "out-of-the-box" sales promotion ideas. promotion ideas.

What does sales promotion What does sales promotion offer?offer?

Determining delivery means deciding how to Determining delivery means deciding how to "package" the incentive. "package" the incentive.

Determining how to Determining how to get the news out means get the news out means deciding how you will let your customers deciding how you will let your customers know know about the sales promotion. about the sales promotion.

When asking this question, you are not When asking this question, you are not determining creativity, determining delivery, or determining creativity, determining delivery, or determining how to get the news out.determining how to get the news out.

Determine DeliveryDetermine Delivery When you ask, "How will my customers receive When you ask, "How will my customers receive

this sales promotion?" you are determining the this sales promotion?" you are determining the delivery delivery of your sales promotion. Will it be in the of your sales promotion. Will it be in the form of a coupon? A contest? A special event? form of a coupon? A contest? A special event?

Your incentive is a present and the delivery Your incentive is a present and the delivery method is the way you decide to wrap it. method is the way you decide to wrap it.

Determining the incentive means deciding Determining the incentive means deciding exactly what your sales promotion offers to exactly what your sales promotion offers to customers. customers.

Immediate Accessibility of Immediate Accessibility of TicketsTickets

When implementing a ticket sales When implementing a ticket sales campaign, it is important to consider how campaign, it is important to consider how customers will access the tickets. customers will access the tickets.

Today, many customers expect the Today, many customers expect the convenience of being able to order and convenience of being able to order and pay for tickets as soon as they find out pay for tickets as soon as they find out about an upcoming event. about an upcoming event.

Immediate Accessibility of Immediate Accessibility of TicketsTickets

Instead of going to a ticket office, they want to buy Instead of going to a ticket office, they want to buy tickets over the telephone or on the Internet. Making tickets over the telephone or on the Internet. Making this option available is one way to increase sales this option available is one way to increase sales because the because the tickets are instantly accessible tickets are instantly accessible from the comfort of a person's home. from the comfort of a person's home.

It is not necessary to consider the seating It is not necessary to consider the seating arrangement, name recognition, or organized arrangement, name recognition, or organized hospitality when implementing a ticket sales hospitality when implementing a ticket sales campaign.campaign.

Sports Events - UnpredictableSports Events - Unpredictable Many sports events, such as football and baseball Many sports events, such as football and baseball

games, are games, are unpredictableunpredictable. The games change . The games change each time they are played, and the outcomes are each time they are played, and the outcomes are different. different.

The unpredictability of the event is one of its The unpredictability of the event is one of its main features and the one that is often the most main features and the one that is often the most exciting to fans. exciting to fans. Speculating on the outcome Speculating on the outcome of a game is a favorite pastime of many of a game is a favorite pastime of many sports enthusiastssports enthusiasts. .

Sports Events - UnpredictableSports Events - Unpredictable

Football games are intangible sports Football games are intangible sports products that are products that are also inconsistent also inconsistent because the outcome cannot be predicted. because the outcome cannot be predicted.

Organized games are Organized games are NOTNOT impulsive impulsive because a great deal of planning and because a great deal of planning and practicing are involved.practicing are involved.

Sports Events - AthletesSports Events - Athletes

The athletes are the starsThe athletes are the stars, the main features, of , the main features, of a sport product such as a basketball game or a a sport product such as a basketball game or a tennis match. W/O the athletes, there wouldn't be tennis match. W/O the athletes, there wouldn't be a sports product. a sports product.

Fans attend the game or match to see the athletes Fans attend the game or match to see the athletes participate/compete against each other. Fans often participate/compete against each other. Fans often attend specific events because they want to watch attend specific events because they want to watch certain athletes perform. certain athletes perform.

Sports Events - AthletesSports Events - Athletes

A franchise is a type of business ownership, A franchise is a type of business ownership, and many professional sports teams are and many professional sports teams are franchises. franchises.

Tickets provide admission to sporting events. Tickets provide admission to sporting events.

Extensions are products that are related to Extensions are products that are related to the main event, such as team T-shirts and the main event, such as team T-shirts and ball caps.ball caps.

Loyal FansLoyal Fans

One of the main benefits of establishing One of the main benefits of establishing and maintaining good relationships with and maintaining good relationships with sport/event customers and fans is that sport/event customers and fans is that they become loyal and remain customers they become loyal and remain customers and fans for a long time. and fans for a long time.

A sport/event marketer establishes a good A sport/event marketer establishes a good relationship by providing what customers relationship by providing what customers and fans want and expect, and by treating and fans want and expect, and by treating them fairly. them fairly.

Loyal FansLoyal Fans

The reward to the sport/event is long-term The reward to the sport/event is long-term loyalty, and customers and fans who are loyalty, and customers and fans who are supportive even when there is supportive even when there is controversy or a losing season. controversy or a losing season.

Flexible marketing, high-level pricing, and Flexible marketing, high-level pricing, and consistent quality are consistent quality are NOT BENEFITS NOT BENEFITS of of establishing good relationships with establishing good relationships with sport/event customers and fans.sport/event customers and fans.

Lottery for TicketsLottery for Tickets

A lottery is a drawing in which people A lottery is a drawing in which people are given the chance to obtain are given the chance to obtain something desirable (e.g., prize). something desirable (e.g., prize). Organizations use lottery systems for Organizations use lottery systems for a variety of reasons, and they set a variety of reasons, and they set them up with different rules and them up with different rules and entry requirements. entry requirements.


A college football stadium has a finite # of A college football stadium has a finite # of seats/games each season. Each year, the seats/games each season. Each year, the alumni grows as students graduate, which alumni grows as students graduate, which leads to increases in demand for tickets. leads to increases in demand for tickets. The college wants to be fair, so it uses the The college wants to be fair, so it uses the lottery system, which gives everyone a lottery system, which gives everyone a chance to attend a game. chance to attend a game.


The lottery system helps the college maintain good The lottery system helps the college maintain good relations with all alumni because they provide, or have relations with all alumni because they provide, or have the potential to provide, financial support to the college the potential to provide, financial support to the college and its various programs. and its various programs.

If demand for tickets is low, there are more tickets If demand for tickets is low, there are more tickets available than fans and there is no reason to hold a available than fans and there is no reason to hold a lottery. The lottery system might lottery. The lottery system might notnot be the best option be the best option if demand fluctuates or is consistent over time.if demand fluctuates or is consistent over time.

LOTTERYLOTTERY

Sales & Pre-call PlanningSales & Pre-call Planning

The customer's situation is important in pre-The customer's situation is important in pre-call planning. It can be done by research and call planning. It can be done by research and by visiting the prospect to learn more about by visiting the prospect to learn more about any needs. any needs.

Salespeople should know their products, their Salespeople should know their products, their business, and their territory before pre-call business, and their territory before pre-call planning begins.planning begins.

Sales PresentationsSales Presentations

Proper use of scripts will help a salesperson Proper use of scripts will help a salesperson remember key points they want to coverremember key points they want to cover, , plan presentation length, determine how long plan presentation length, determine how long visual aids should be used, and gain confidence visual aids should be used, and gain confidence through rehearsal. through rehearsal.

Salespeople should Salespeople should NOTNOT read directly from the read directly from the script or else the presentation will be boring and script or else the presentation will be boring and will not involve the audience. will not involve the audience.

Sales PresentationsSales Presentations

While visual aids and handouts are While visual aids and handouts are sometimes important to audience sometimes important to audience members, scripts are meant as a members, scripts are meant as a preparatory tool for presenters, preparatory tool for presenters, NOTNOT as work sheets for customers/to as work sheets for customers/to impress upper management.impress upper management.

Positive – Precise & PertinentPositive – Precise & Pertinent

All language used in a sales presentation should help All language used in a sales presentation should help the customer understand what you are proposing in the customer understand what you are proposing in the shortest, simplest way possible. The language the shortest, simplest way possible. The language should be positive, to the point, and have real should be positive, to the point, and have real meaning meaning to the customer in order to be effective. to the customer in order to be effective.

You do not want your presentation to be too simple, You do not want your presentation to be too simple, childish, or informal or it will childish, or informal or it will insultinsult your customers. your customers.

Positive – Precise & PertinentPositive – Precise & Pertinent

NORNOR do you want it to use so much jargon and do you want it to use so much jargon and complex terminology that customers may not complex terminology that customers may not understand what you are trying to explain. understand what you are trying to explain.

Humorous language may be used if it is Humorous language may be used if it is appropriate. Spontaneity during presentations is appropriate. Spontaneity during presentations is often effective.often effective.

Customer ProfileCustomer Profile

A customer profile is information that relates to the A customer profile is information that relates to the business's needs, desires, organizational structure, business's needs, desires, organizational structure, buying habits, key decision makers, and financial buying habits, key decision makers, and financial data. By reviewing this information, a salesperson can data. By reviewing this information, a salesperson can better customize presentations and relate to better customize presentations and relate to presentation participants. presentation participants.


A business proposition is an important part of A business proposition is an important part of the presentation but the presentation but does NOT determine does NOT determine needsneeds. The business proposition is a proposal . The business proposition is a proposal that shows how the salesperson can help the that shows how the salesperson can help the customer meet the needs. customer meet the needs.

The proposal often includes information such as The proposal often includes information such as price, markup, and value analysis. price, markup, and value analysis.


Sales quotas are specific selling goals Sales quotas are specific selling goals set set for members of a company's sales force. for members of a company's sales force. Salespeople do Salespeople do NOTNOT usually establish sales usually establish sales quotas for another company's sales force.quotas for another company's sales force.

A professional outline is a general term and A professional outline is a general term and does does NOTNOT necessarily aid salespeople in necessarily aid salespeople in determining a prospect's needs.determining a prospect's needs.

Direct MailDirect Mail Direct mail is defined as a promotional Direct mail is defined as a promotional

medium that comes to consumers' homes medium that comes to consumers' homes and businesses. A sport/event organization and businesses. A sport/event organization that keeps detailed records about season that keeps detailed records about season ticket holders can use the information to ticket holders can use the information to develop a mailing list to send out ticket develop a mailing list to send out ticket application forms. Although direct mail can application forms. Although direct mail can be expensive, it is be expensive, it is less expensive than less expensive than personal selling. personal selling.

Personal SellingPersonal Selling

Personal selling is a form of promotion that Personal selling is a form of promotion that determines client needs and wants and determines client needs and wants and responds through planned, responds through planned, personalized personalized communication communication that influences purchase that influences purchase decisions and enhances future business decisions and enhances future business opportunities. opportunities.

NOTNOT Personal SellingPersonal Selling As an event or experience, the sport product is As an event or experience, the sport product is

perishable and intangible. Therefore, a product perishable and intangible. Therefore, a product demonstration is demonstration is NOTNOT an appropriate selling method. an appropriate selling method.

A distribution outlet (e.g., Ticketmaster) is an A distribution outlet (e.g., Ticketmaster) is an intermediary that sells tickets for the sport/event intermediary that sells tickets for the sport/event organization. organization.

Distribution outlets are often used to purchase tickets Distribution outlets are often used to purchase tickets by occasional attendees rather than season ticket by occasional attendees rather than season ticket holders.holders.

Packaging – Similar LookPackaging – Similar Look It is easier to associate materials that all have a It is easier to associate materials that all have a

similarsimilar look with a look with a singlesingle organization. For example, organization. For example, a logo placed in the upper-right hand corner of every a logo placed in the upper-right hand corner of every promotional piece makes it clear which team is promotional piece makes it clear which team is seeking support. The motivation to open a sales seeking support. The motivation to open a sales packet stems from enticing offers, team logos, and packet stems from enticing offers, team logos, and pictures of cheering crowds. pictures of cheering crowds. CustomizingCustomizing materials materials to specific groups is accomplished by creating to specific groups is accomplished by creating separate sales packets for separate sales packets for differentdifferent target markets. target markets.

Packaging – Similar LookPackaging – Similar Look For example, a sales packet geared towards past For example, a sales packet geared towards past

season ticket holders might contain a letter of season ticket holders might contain a letter of appreciation for their continued support. appreciation for their continued support.

On the other hand, a sales packet aimed at new fans On the other hand, a sales packet aimed at new fans might contain a letter welcoming them to a tradition might contain a letter welcoming them to a tradition of winning. While it is essential that the sales packet of winning. While it is essential that the sales packet information be relevant to the upcoming season, this information be relevant to the upcoming season, this really has really has NOTHING TO DO NOTHING TO DO with the appearance of with the appearance of the materialsthe materials

Fans’ ExperiencesFans’ Experiences

Spectators who attend professional sporting Spectators who attend professional sporting events are driven by the events are driven by the emotionsemotions associated with all of the experiences that associated with all of the experiences that surround the event.surround the event.

Fans' experiences are influenced by tradition, Fans' experiences are influenced by tradition, attitude, and attitude, and team performanceteam performance—all of —all of which spark emotional responses, and have which spark emotional responses, and have the capacity to create ongoing, loyal the capacity to create ongoing, loyal relationshipsrelationships with the fans with the fans


When a sport team has a loyal fan base, When a sport team has a loyal fan base, ticket and licensed merchandise sales ticket and licensed merchandise sales tend to increasetend to increase, as does the team's , as does the team's profits. profits.

InflexibleInflexible sales policies are sales policies are barriersbarriers to to long-term relationships. High licensing long-term relationships. High licensing fees do fees do NOTNOT build long-term relationships build long-term relationships with fans. with fans.


Branding elements such as the team logo Branding elements such as the team logo and mascot build emotional connections and mascot build emotional connections with fans; however, redesigning these with fans; however, redesigning these branding elements branding elements does not guarantee does not guarantee fan loyalty because many other factors fan loyalty because many other factors (e.g., team's record) affect the (e.g., team's record) affect the relationship.relationship.

REVIEWREVIEW

74. (2) 74. (2) Sales promotion is a major Sales promotion is a major part of sport/event marketing part of sport/event marketing becausebecause

A.A. the most important task in the most important task in sport/event marketing is ticket sales. sport/event marketing is ticket sales.

B.B. there aren't very many sport/event there aren't very many sport/event customers. customers.

C.C. the industry is so highly competitive. the industry is so highly competitive. D.D. the industry can get very boring. the industry can get very boring.

74. (2)74. (2) Sales promotion is a major part Sales promotion is a major part of sport/event marketing becauseof sport/event marketing because

A.A. the most important task in sport/event the most important task in sport/event marketing is ticket sales. marketing is ticket sales.

B.B. there aren't very many sport/event there aren't very many sport/event customers. customers.

C.C. the industry is so highly the industry is so highly competitive. competitive.

D.D. the industry can get very boring. the industry can get very boring.

75. (2) 75. (2) What is the first thing you should What is the first thing you should understand when setting out to develop “out-understand when setting out to develop “out-of-the-box” sales promotion ideas for your of-the-box” sales promotion ideas for your game/event?game/event?

AA.. You need a certain amount of experience You need a certain amount of experience to do so. to do so.

B.B. There is no way to be prepared for There is no way to be prepared for inspiration. inspiration.

C.C. You need a certain amount of education You need a certain amount of education to do so. to do so.

D.D. There is no particular source or There is no particular source or technique. technique.

75. (2) 75. (2) What is the first thing you should What is the first thing you should understand when setting out to develop “out-understand when setting out to develop “out-of-the-box” sales promotion ideas for your of-the-box” sales promotion ideas for your game/event?game/event?

AA.. You need a certain amount of experience You need a certain amount of experience to do so. to do so.

B.B. There is no way to be prepared for There is no way to be prepared for inspiration. inspiration.

C.C. You need a certain amount of education to You need a certain amount of education to do so. do so.

D.D. There is no particular source/techniqueThere is no particular source/technique. .

76. (2)76. (2) Brian needs to generate some "out-Brian needs to generate some "out-of-the-box" sales promotion ideas for an of-the-box" sales promotion ideas for an upcoming tennis tournament. He's not sure upcoming tennis tournament. He's not sure how to start, but he does know that the how to start, but he does know that the tournament's marketers want to reach the 18-tournament's marketers want to reach the 18-to-35-year-old crowd. How is Brian prepared for to-35-year-old crowd. How is Brian prepared for inspiration?inspiration?

A.A. He knows his target market.He knows his target market. B. He's putting a new twist on an old idea. B. He's putting a new twist on an old idea. B.B. He knows his competition. He knows his competition. D.D. He's brainstorming. He's brainstorming.

77 (2). When you ask, "What does this sales 77 (2). When you ask, "What does this sales promotion offer to customers?" which step in promotion offer to customers?" which step in the process of generating "out-of-the-box" sales the process of generating "out-of-the-box" sales promotion ideas are you completing?promotion ideas are you completing?

A.A. Determine how to get the news out. Determine how to get the news out. B. Determine delivery. B. Determine delivery. C.C. Determine creativity. Determine creativity. D.D. Determine incentive. Determine incentive.

78 (2).78 (2). When you ask, "How will my When you ask, "How will my customers receive this sales promotion?" which customers receive this sales promotion?" which step in the process of generating "out-of-the-step in the process of generating "out-of-the-box" sales promotion ideas are you completing?box" sales promotion ideas are you completing?

A.A. Determine how to get the news out.Determine how to get the news out. B. Determine incentive. B. Determine incentive. C.C. Determine delivery.Determine delivery. D. Determine creativity. D. Determine creativity.

79 (2).79 (2). Which of the following is a Which of the following is a consideration when implementing a ticket sales consideration when implementing a ticket sales campaign?campaign?

A.A. Name recognitionName recognition B. Seating arrangement.B. Seating arrangement. C. Immediate accessibilityC. Immediate accessibility D. Organized hospitality D. Organized hospitality

89 (2).89 (2). In precall planning, the In precall planning, the salesperson focuses on learning salesperson focuses on learning more about themore about the

A.A. business. business. C.C. product.product. B.B. territory. territory. D.D. customer.customer.

89 (2).89 (2). In precall planning, the In precall planning, the salesperson focuses on learning salesperson focuses on learning more about themore about the

A.A. business. business. C.C. product.product. B.B. territory. territory. D.D. customercustomer

90. (2)90. (2) When planning for a presentation, When planning for a presentation, salespeople should develop scripts tosalespeople should develop scripts to

A.A. impress upper management. impress upper management. B.B. hand out to audience members. hand out to audience members. C.C. jog their memory during a jog their memory during a

presentation.presentation. D.D. read verbatim so they don't miss main read verbatim so they don't miss main

points.points.

90. (2)90. (2) When planning for a presentation, When planning for a presentation, salespeople should develop scripts tosalespeople should develop scripts to

A.A. impress upper management. impress upper management. B.B. hand out to audience members. hand out to audience members. C.C. jog their memory during a jog their memory during a

presentationpresentation.. D.D. read verbatim so they don't miss main read verbatim so they don't miss main

points.points.

91. (2) 91. (2) When writing a script for a sales When writing a script for a sales presentation, a salesperson should use presentation, a salesperson should use language that islanguage that is

A.A. complex, intricate, and intense. complex, intricate, and intense. B. positive, precise, and pertinent. B. positive, precise, and pertinent. C.C. conceptual, intellectual, and difficult.conceptual, intellectual, and difficult. D.D. childish, humorous, and spontaneous.childish, humorous, and spontaneous.

92. (2)92. (2) One of the features of sports One of the features of sports events such as football games is that events such as football games is that they arethey are

A.A. impulsive. impulsive. C.C. unpredictable.unpredictable. B.B. consistent. consistent. D.D. tangible. tangible.

92. (2) 92. (2) One of the features of sports One of the features of sports events such as football games is that events such as football games is that they arethey are

A.A. impulsive. impulsive. C.C.unpredictableunpredictable..

B.B. consistent. consistent. D.D. tangible. tangible.

93. (2) 93. (2) Which of the following is one Which of the following is one of the main features of a sport of the main features of a sport product:product:

A.A. Franchises Franchises C.C. TicketsTickets B.B. Athletes Athletes D. D. ExtensionsExtensions

93. (2) 93. (2) Which of the following is one Which of the following is one of the main features of a sport of the main features of a sport product:product:

A.A. Franchises Franchises C.C. TicketsTickets B.B. Athletes Athletes D.D. ExtensionsExtensions

94.(2)94.(2) Which of the following selling Which of the following selling options is one that sport/event options is one that sport/event marketers are most likely to use to marketers are most likely to use to reach individual season ticket holders:reach individual season ticket holders:

A.A. Personal selling Personal selling B. Direct mailB. Direct mail C.C. Product demonstration Product demonstration D.D. Distribution outletsDistribution outlets

95 (2).95 (2). A sports marketer has developed A sports marketer has developed a sales packet that contains a team brochure, a sales packet that contains a team brochure, schedule, and a season ticket application. schedule, and a season ticket application. Why should all of the materials have the Why should all of the materials have the same basic appearance?same basic appearance?

A.A. To customize the materials to specific groupsTo customize the materials to specific groups B.B. To motivate the recipients to open the sales To motivate the recipients to open the sales

packetpacket C.C. To indicate that the materials are all from one To indicate that the materials are all from one

organizationorganization D.D. To provide information that is relevant to the To provide information that is relevant to the

upcoming seasonupcoming season

95 (2).95 (2). A sports marketer has developed A sports marketer has developed a sales packet that contains a team brochure, a sales packet that contains a team brochure, schedule, and a season ticket application. schedule, and a season ticket application. Why should all of the materials have the Why should all of the materials have the same basic appearance?same basic appearance?

A.A. To customize the materials to specific groupsTo customize the materials to specific groups B.B. To motivate the recipients to open the sales To motivate the recipients to open the sales

packetpacket C.C. To indicate that the materials are all from To indicate that the materials are all from

one organizationone organization D.D. To provide information that is relevant to the To provide information that is relevant to the

upcoming seasonupcoming season

96. (2) 96. (2) What is a benefit of What is a benefit of establishing good relationships with establishing good relationships with sport/event customers and fans?sport/event customers and fans?

A.A. Long-term loyalty Long-term loyalty B. Flexible marketingB. Flexible marketing C.C. High-level pricing High-level pricing D.D. Consistent quality Consistent quality

99 (2) .99 (2) . A lottery system is an A lottery system is an equitable way of selling tickets to equitable way of selling tickets to school alumni when the demand for school alumni when the demand for college football tickets college football tickets

A.A. fluctuates every season. fluctuates every season. B. is lower than originally anticipatedB. is lower than originally anticipated C.C. remains consistent over time.remains consistent over time. D.D. is higher than the available supply. is higher than the available supply.

99 (2) .99 (2) . A lottery system is an A lottery system is an equitable way of selling tickets to equitable way of selling tickets to school alumni when the demand for school alumni when the demand for college football tickets college football tickets

A.A. fluctuates every season. fluctuates every season. B. is lower than originally anticipatedB. is lower than originally anticipated C.C. remains consistent over time.remains consistent over time. D.D. is higher than the available is higher than the available

supply. supply.

SEM I 4.08, 4.09 & 4.10 Out-of-the-Box Sales Promotions Out-of-the-Box Sales Promotions Implement...

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