Selling Sports and Entertainemnt Making the Sale

Wristbands Get wristbands on the projector ASAP! Color Slogan Lettering (Printed, embossed, etc) First block is ready to order!

Warm up What was the most expensive purchase you’ve ever made? What research did you do before buying (if any)? Why did you buy the item? Five sentences, 10 minutes.

The Sales Process Preapproach Approach Demonstration Answering Questions Closing the Sale Follow-up

1.Preapproach Preapproach – Salespeople learn everything possible about the products and services offered, the target market, and the competition. You need to know what customers want, what you offer, and what the competition does.

Getting Information You and a partner are the new owners of Wal- Mart! Look into two of Wal-Mart’s competitors and conduct research (IE what sales they offer, their strengths and weaknesses) Write five sentences on your findings for each competitor. Include how you plan to beat the competition! 15 minutes

2. The Approach First contact with a customer Know what to say in advance Listen carefully to the customer’s needs You only get one chance to make a first impression!

Bad Impression How would fix this bad impression?

3. Demonstration Present the product to the customer. Show customers how the product fits their needs. Highlight products features and benefits.

Microsoft Surface Would you get this product?

Warm up Have you ever seen a product demonstration? What was it for? (Use the demonstration from class yesterday if you have not seen another demonstration) Did the demonstration make you want to buy the product? Why or why not? Five sentences 7 minutes

4.Answering Questions Customers will voice questions, concerns, or objections. Truthfully answering questions can make a sale! Make the customer feel comfortable with your product.

5.Closing the Sale Customers, ideally, make the decision to buy. Sometimes discounts or incentive gifts are offered to make the sale. Suggestion selling – occurs when salespeople ask customers if they want to purchase related products. IE “Do you want fries with that?”

Online Shopping Have you ever used Amazon or Ebay? If so, have you ever looked at the recommended items? These are based off your recent purchases/searches This is one of the best examples of suggestion selling.

6.Follow-up Closing the Sale is not the last step! Build up long-term relationships with customers! Occurs when salespeople contact customers to make sure they are satisfied with their recent purchases. EX Seller Feedback reminders online

Stop Scams! You have been hired to help protect people from scams. Come up with ways to identify and report scams. 7 sentences. 15 minutes. Individual.

Tickets Ticket brokers – registered businesses that legally buy and sell tickets to a variety of entertainment events and guarantee ticket authenticity. Ticket scalpers – sell tickets to major sporting events, often outside the venue on the day of the event, at inflated prices. Illegal in many states.

Importance of Ticket Management Review the Sold Out article located on Mr. Fisher’s homepage. Sports and Entertainment Marketing. Chapter 12 Would this frustrate you? Why? Be prepared to discuss. 10 minutes to review

Judgment Call Read the Judgment Call on page 316 of your textbook. Answer the Think Critically section. Five sentences. 15 minutes.

Questions? Write three questions, relating to the class, on Chapter 10, 11, 12, or 13. This will be used to guide our test review! The Test is Friday. Ten Minutes.

Bigger Sales Group packages – Offer special ticket prices to members of a group tickets are purchased in large quantities. Luxury boxes – fancy rooms inside stadiums and arenas that allow corporate executives and some wealthy private individuals to entertain clients and friends while watching the events

Group Sales Create a group sale promotion for your choice of any school appropriate ticket event (IE sports events, concerts, movies) Research existing prices and put them with your promotion. 10 minutes

Unit Study Guide Complete the unit study guide You may work with a partner BUT the more you do on your own the better you will do on the test 45 minutes

Getting on the Same Page We will review the study guide for the exam together. I will select students to share their answers 10 minutes