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

2) Which is a consideration when implementing a ticket sales campaign?

3) Sales promotion is a major part of sports or event marketing due to which situation?

4) What should one understand first when setting out to develop “out-of-the-box” sales promotion ideas for one’s game or event?

5) Which is one of the features of a sports event such as a football game?

6) Which is one of the main features of a sport product?

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?

8) When customizing a presentation, the salesperson determines the needs of a prospect by developing which component?

9) Why should salespeople create favorable impressions during the initial contact with sports or event customers?

10) What is a step in the sales presentation process that salespeople should prepare for in advance?

11) Which selling option is one that sports or event marketers are most likely to use to reach individual season ticket holders?

12) In planning to make calls, the salesperson focuses on learning more about which component?

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?

14) What is the purpose of scripts for salespeople while they are presenting?

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?

16) When writing a script for a sales presentation, a salesperson should use language that has which features?

17) When preparing handouts for a sales presentation, it is important for a salesperson to know what about the audience?

18) To develop long-term relationships with fans, professional sports teams should do which activity?

19) How can sports or event marketers establish positive relationships with their customers or clients?

20) What is a benefit of establishing good relationships with sports or event customers and fans?


*select an answer for all questions

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