Sports & Entertainment Marketing II

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Presentation transcript:

Sports & Entertainment Marketing II 1.14 Employ sales processes and techniques to enhance customer relationships and to increase the likelihood of making sales

Considerations in “Selling” a Venue The sportscape is the physical surroundings of a venue that impact spectators’ desire to attend, stay at, and ultimately return to a venue and/or event.

Factors that Impact the Sportscape of the Venue Newness of the venue Aesthetics or beauty of the venue Seat comfort Ease of layout Cleanliness of venue Perceived crowding Adequate parking, access to public transportation Reasonably priced concessions

Incentives to Offer When “Selling” a Venue Sponsor naming rights for venue Signage and exclusive advertising Information booths/tents (a source of sales leads) Activity centers promoting the sponsor’s goods/services Exclusive sales rights of sponsor’s products or services

Procedures to Follow when “Selling” a Venue Emphasize: Sportscape of the venue Match-up between event’s needs and venue’s assets Signage promoting sponsor Sponsor as sole advertiser Naming rights given to sponsor Uniqueness of venue Ability to match sponsor’s objective’s with venue layout Giveaways (e.g., special seating, event apparel, VIP lounge, etc.)