Case Study
How many seats does the Penn State Football Stadium have?
106,000 seats.
What are the steps from the pro method used for selling tickets?
Prospect qualified customers, probe for information with open-ended questions, provide solutions for customers needs, propose an offer, protect the sale.
When talking with a customer interested in buying tickets, do you ask open-ended questions or close ended questions?
Open ended questions, these provide more information and trigger statements.
Why did Penn State have to create Seats for Service members?
To fill unsold seats of the stadium, especially when playing teams that do not bring many fans to the games.
Which was the first sporting facility and what was the currency or objective used to pay for the tickets?
The Roman Colosseum was the first sporting facility to use this innovative idea of selling tickets, bavk then they paid the tickets with pottery. The tickets back then were called tessera and they were stamped with the entrance aisle and row number of where they were able to sIt.
Which of the following would be the best way to continue the probing process?
a. Ignoring the customers previous answers and moving onto a new topic.
b. Asking the customer why they come to games.
c. Repeat your questions multiple times.
B. Asking the customer why they come to games.
What are some benefits and features that can be used to sell the Seats for Service members?
Honor military service, support Penn State, community impact, tax deduction, Penn State Pride.
What is business to business sales?
It is when the team sells tickets to a business, company, or organization, with the purpose being to benefit the business buying the tickets.
When proposing an offer what is a key element to include into it?
A trigger statement.
How many military members attended the Penn State vs. Iowa game in 2018 through this program?
Over 6,500 military members attended the game.