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SEM I 4.08 - 4.10
Test Description: SEM I 4.08 - 4.10
Instructions: Answer all questions to get your test result.
1) 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
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
2) Which is a consideration when implementing a ticket sales campaign?
A
Name recognition
B
Immediate accessibility
C
Seating arrangement
D
Organized hospitality
3) Sales promotion is a major part of sports or event marketing due to which situation?
A
The industry is so highly competitive.
B
The industry can get very boring.
C
The most important task in sports or event marketing is ticket sales.
D
There are few sports or event customers
4) 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
There is no particular source or technique.
D
He/She need a certain amount of education.
5) Which is one of the features of a sports event such as a football game?
A
Impulsive
B
tangible
C
unpredictable
D
consistency
6) Which is one of the main features of a sport product?
A
extensions
B
athletes
C
Franchises
D
tickets
7) 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 incentive
B
Determine delivery
C
Determine how to get the news out
D
Determine creativity
8) When customizing a presentation, the salesperson determines the needs of a prospect by developing which component?
A
Business proposition
B
professional outline
C
customer profile
D
sales quota
9) Why should salespeople create favorable impressions during the initial contact with sports or event customers?
A
Customer rapport is unimportant
B
First impressions seldom last very long.
C
Customers want to ask for assistance
D
First impressions are difficult to change
10) What is a step in the sales presentation process that salespeople should prepare for in advance?
A
follow-up
B
approach
C
feedback
D
Referral
11) Which selling option is one that sports or event marketers are most likely to use to reach individual season ticket holders?
A
direct mail
B
distribution outlet
C
personal selling
D
product demonstration
12) In planning to make calls, the salesperson focuses on learning more about which component?
A
product
B
business
C
customer
D
territory
13) 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
meet and greet
B
introductory
C
customer benefit
D
question and answer
14) What is the purpose of scripts for salespeople while they are presenting?
A
Read verbatim so they do not miss main points
B
Jog their memory during a presentation
C
Hand out to audience members
D
Impress upper management
15) 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 provide information that is relevant to the upcoming season
B
To motivate the recipients to open the sales packet
C
To customize the materials to specific groups
D
To indicate that the materials are all from one organization
16) When writing a script for a sales presentation, a salesperson should use language that has which features?
A
Childish, humorous, and spontaneous
B
Positive, precise, and pertinent
C
Complex, intricate, and intense
D
Conceptual, intellectual, and difficult
17) When preparing handouts for a sales presentation, it is important for a salesperson to know what about the audience?
A
personality
B
size
C
gender
D
income
18) To develop long-term relationships with fans, professional sports teams should do which activity?
A
Have inflexible ticket sales policies
B
Redesign branding elements
C
Increase licensing fees to ensure profitability
D
Build emotional connections with them
19) How can sports or event marketers establish positive relationships with their customers or clients?
A
Use generic sales presentations
B
Communicate specific benefits
C
Ask close-ended questions
D
Prepare a product demonstration
20) What is a benefit of establishing good relationships with sports or event customers and fans?
A
High-level pricing
B
Consistent quality
C
Flexible marketing
D
Long-term loyalty
*select an answer for all questions
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