The Sales Process
What is the first step in the sales process & 2 things you must do?
Preapproach. Research competition & customer.
Who are individuals or companies that legally resell tickets to entertainment events & what do they guarantee?
Ticket brokers. Authenticity.
What is a group package in sports and entertainment?
Special ticket prices offered when large groups purchase tickets in bulk.
What is the term for gathering data on potential customers?
Leads
What is a ticket broker & how can you validate them?
A business that buys and resells tickets legally. NATB or BBB.
During which step does the salesperson address customer objections? How can they help their chances of success?
Answering Questions. Prepare responses for common objections in advance.
What is it called when unauthorized sellers sell tickets at inflated prices? What is a red flag for this?
Ticket Scalping. Buyer beware.
How do corporations use luxury boxes at sports venues? List 2 examples.
To entertain clients and impress business partners, employee morale.
What is cold calling?
Contacting potential customers without prior knowledge of their needs
Name 3 expenses that contribute to the price of concert tickets. Do not use concessions in your examples.
music artist, security, venue cost
What is the final step in the sales process? Explain the purpose.
Follow-up. Determine future needs of customer to potentially gain more business.
How has the Internet changed the way fans purchase tickets?
Fans can now buy tickets online and have them sent to their smartphones.
What is the benefit of hosting social outings for employees at sports events? What are 3 high end amenities offered for companies buying Rangers tickets?
It strengthens teamwork and company morale.
What is customer management in sales? Why would it be important?
Building a customer base and scheduling time spent with customers.
Why are ticket prices so high for major events like the Super Bowl? What other sporting event did we read about?
High demand and limited supply drive up prices. CWS
Which type of selling occurs when a salesperson suggests additional products after the main purchase?
Suggestion selling
What are two ways to obtain tickets to sold-out Super Bowl games?
NFL ticket lottery or overpriced hotel packages from NFL-approved tour operators.
What are club seats, and why are they valuable to teams?
Premium seats that provide a high revenue source.
What type of selling involves direct, personal communication with a prospective customer & what mix does it fall under?
Personal selling. Promotional mix.
What role do managers and promoters play in ticket pricing?
They help set ticket prices based on the expenses and demand.
Why is flexibility important during the approach step?
The salesperson needs to adapt to the customer's reactions and maintain a conversation that addresses their interests and needs.
Why is ticket scalping illegal in some states? What are 2 things from the the Ticket Buyers Bill of Rights?
It causes inflated prices and can lead to fraud.
How do group packages help fill sports and entertainment venues?
They encourage large groups to attend, which boosts ticket sales and fills the venue.
What are the 4 parts of the promotional mix?
Personal selling, PR, advertising, sales promotion
How can consumers avoid being scammed when buying tickets? What are 3 upcoming events from our broker research assignment?
They should research the seller and avoid paying in cash. WWE Raw, Bruno Mars, Disney on Ice.