1. Lesson 7.5 – Sales Professionals Copyright © 2014 by Sports Career Consulting, LLC

2. LESSON 7.5 Intro to Promotion & Sales What makes a good salesperson?  The salesperson must believe in the product  The salesperson must have self confidence  The salesperson should spend time around many people  The salesperson should always be listening to the customer  The salesperson should have a sense of humor Sales Professionals Copyright © 2014 by Sports Career Consulting, LLC

3. LESSON 7.5 Intro to Promotion & Sales Sales Skills  “Knocking on old doors”  Consistently ask everyone to buy  Following up with customers after the sale with the same aggressiveness demonstrated before the sale Sales Professionals Copyright © 2014 by Sports Career Consulting, LLC

4. LESSON 7.5 Intro to Promotion & Sales Game Plan  Devise a sales strategy that best caters to their strengths  A quality game plan includes gaining knowledge not only of company products and services, but of the backgrounds of prospective customers  The best salespeople are extremely effective at managing their time Sales Professionals Copyright © 2014 by Sports Career Consulting, LLC

5. LESSON 7.5 Intro to Promotion & Sales What characteristics do employers look for in sales professionals? Copyright © 2014 by Sports Career Consulting, LLC “We look for sales people who are self driven with a desire to learn, along with a sense of self confidence, knowledgeable about the industry, and a likeable personality. Building, maintaining and nurturing relationships are incredibly important to the sales cycle, so we want someone we know can be effective in that area. Finally, we want someone who can display a track record of excellence and can show how a strong work ethic led to those previous successes." - Rick Campbell, Former Vice-President of Premium Seating, Comcast-Spectacor (Wachovia Center - Philadelphia Flyers & 76ers)

6. Action Blank Slide Available for Teacher Edits LESSON 7.5 Intro to Promotion & Sales Copyright © 2014 by Sports Career Consulting, LLC

7. Introduction to Promotion & Sales 1) Recognize some common characteristics of successful sales professionals Belief in the product, good listener, sense of humor, self motivated/self disciplined, strong work ethic, personable, knowledgeable, someone who asks questions and listens, self confident (not to be confused with arrogant!), ability to build relationships, “thick skinned” (ability to handle the inevitable frequent rejection), effective time management skills Copyright © 2014 by Sports Career Consulting, LLC LESSON 7.5 REVIEW (ANSWERS)