SEM I - Sales 4.0 Part B: Question Preview (ID: 18527)

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What is a step in the sales presentation process that salespeople should prepare for in advance?
a) referral
b) feedback
c) approach
d) follow-up

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 the _______________ approach.
a) customer benefit
b) meet-and greet
c) introductory
d) question-and-answer

Why should salespeople create favorable impressions during the initial contact with sport/event customers?
a) Customer rapport is unimportant.
b) First impressions are difficult to change.
c) Customers want to ask for assistance.
d) First impressions seldom last very long.

When writing a script for a sales presentation, a salesperson should use language that is
a) positive, precise, and pertinent.
b) complex, intricate, and intense.
c) conceptual, intellectual, and difficult.
d) childish, humorous, and spontaneous..

When planning for a presentation, salespeople should develop scripts to
a) hand out to audience members.
b) jog their memory during a presentation.
c) read verbatim so they don't miss main points.
d) impress upper management.

Which of the following selling options is one that sport/event marketers are most likely to use to reach individual season ticket holders:
a) Direct mail
b) Personal selling
c) Product demonstration
d) distribution outlets

When preparing handout for a sales presentation, it is important for a salesperson to know the __________ of the audience.
a) gender
b) income
c) size
d) personality

In precall planning, the salesperson focuses on learning more about the
a) business
b) territory
c) product
d) customer

When customizing a presentation, the salesperson determines a prospect's needs by developing a
a) customer profile
b) business proposition
c) professional outline
d) sales quota

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 customize the materials to specific groups
b) To motivate the recipients to open the sales packet
c) To provide information that is relevant to the upcoming season
d) To indicate that the materials are all from one organization

What is a benefit of establishing good relationships with sport/event customers and fans?
a) flexible marketing
b) high-level pricing
c) long-term loyalty
d) consistent quality

To develop long-term relationships with fans, professional sport teams should
a) have inflexible ticket sales policies.
b) build emotional connections with them.
c) increase licensing fees to ensure profitability.
d) redesign branding elements.

A lottery system is an equitable way of selling tickets to school alumni when the demand for college football tickets
a) fluctuates every season.
b) is higher than the available supply.
c) is lower than originally anticipated.
d) remains consistent over time.

How can sport/event marketers establish positive relationships with their customers/clients?
a) Ask close-ended questions
b) Use generic sales presentations
c) Prepare a product demonstration
d) Communicate specific benefits

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