1. Sports and Entertainment Marketing 1
Objective 4.09

2. 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 indicate that the materials are all from one
organization
D. To provide information that is relevant to the
upcoming season

3. C. To indicate that the materials are all from one organization

4. When customizing a presentation, the salesperson determines a prospect's needs by developing a A. business proposition. B. professional outline. C. sales quota. D. customer profile.

5. D. customer profile.

6. 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

7. A. customer-benefit

8. When writing a script for a sales presentation, a salesperson should use language that is A. complex, intricate, and intense. B. conceptual, intellectual, and difficult. C. positive, precise, and pertinent. D. childish, humorous, and spontaneous.

9. C. positive, precise, and pertinent.

10. When planning for a presentation, salespeople should develop scripts to A. impress upper management. B. hand out to audience members. C. jog their memory during a presentation. D. read verbatim so they don't miss main points.

11. C. jog their memory during a presentation.

12. In precall planning, the salesperson focuses on learning more about the A. business. B. territory. C. product. D. customer.

13. D. customer.

14. Which of the following selling options is one that sport/event marketers are most likely to use to reach individual season ticket holders: A. Personal selling B. Product demonstration C. Direct mail D. Distribution outlets

15. C. Direct mail