Understanding Sales
Direct mail is a sales effort conducted exclusively by:
What is the first step of the sales process?
Understand the product or service
What are the three types of personal sales strategies?
Collaborative selling, transactional selling, and team selling
Mission statements
What are four basic types of promotion?
Advertising, sales promotion, personal selling, and publicity
Full menu marketing is the selling of:
The sales call is the:
Initial form of communication
Sales people often involve themselves in ________ in an effort to connect with as many new people as possible
Networking
Who are customers?
Anyone who purchases a product or service and is the end user for that product or service
Effective salespeople ___________ with customers after the sale with the same dedication they demonstrated before the sale
True or False: Email marketing and other digital strategies can be incredibly productive for a sports or entertainment property
True
Each proposal is customized to
What is an effective way for generating new sales?
Referrals
What is upselling?
Process of selling additional products to a customer at the time of the order
The presence of ________ __________ allow an organization to maximize attendance and event support throughout the community, ultimately helping the organization meets its goals and objectives.
Media promotions
Give two examples of why selling is important
Helps customers make informed buying decisions
Revenue-producing element of marketing process
Only true revenue producing function for an organization
Can result in customer satisfaction and repeat business
The follow-up stage is critical to ensure:
A satisfied and happy customer
What is prospecting?
The process of consistently researching for and seeking out new customers for an organizations products and services.
It can cost ____ times as much to acquire a new customer than it does to service an existing one
5
Promotion mix
Define personal selling
Any person-to-person communication in which the seller has an opportunity to influence the consumers buying decisions
What is the stage of the cycle where the prospective customer and sales professional come to an agreement?
The close (step 10)
Who is a B2B business selling their products and services to?
Another business
What are some examples of ways organizations improve customer service?
Create and maintain an open line of communication with fans
Exceed customer expectations
Provide comfortable environment for fans
Respond quickly to customer companies
Effectively utilize technology
True or False: Good salespeople will devise a sales strategy that caters to their weaknesses to fix
False
It caters to their strengths