Sales 101
The continual process of identifying and contacting businesses and individuals to create a pool of qualified buyers
What is prospecting?
An entry-level salesperson making a high volume of calls to sell small ticket packages is most likely in this role
What is Inside Sales?
At the very beginning of the sales process, a list of names and contact information is considered this.
What are leads?
College athletic departments have traditionally relied on this type of sales, where customers call the ticket office to make a purchase.
What is inbound sales?
The "spray and pray" method of using a single, non-customized presentation for every customer is a hallmark of this sales approach.
What is product-focused sales?
Unlike a physical soccer ball, a ticket to a game is this, as it represents an experience that can't be touched beforehand
What is an intangible experience?
According to the Boston Celtics org chart, the Director of Ticket Sales reports directly to this position
What is the VP of Ticket Sales and Service?
A lead becomes this once it is determined they have a need for the product, the financial ability to buy it, and the authority to purchase.
What is a prospect?
Full-season, half-season, and mini-plans are all examples of these packages used to appeal to fans with different needs and budgets.
What are ticket packages?
When a salesperson describes a seat as having "genuine leather and 20% more legroom," they are selling these.
What are features?
A basketball team's performance can vary greatly from game to game, making the product this
What is inconsistent and unpredictable?
On the Celtics org chart, this executive oversees all business departments, including marketing, sales, and community relations.
Who is the Executive VP of Marketing & Sales?
A fan who follows the team on social media but has not yet attended a game is classified as this type of consumer on the Frequency Escalator
What is a media consumer?
Factors like organizational objectives and operational costs are considered these types of pricing factors
What are internal factors?
When a salesperson explains that premium seats will help a client "build stronger business relationships," they are selling these
What are benefits?
A "Dollar Hot Dog Night" is an example of an external stimulus, or ______, used to activate a fan's internal desire, or ______.
What are an incentive and a motive?
An MLS team would likely send new hires to this four-month intensive training program
What is the National Sales Center?
A longtime season ticket holder who attends nearly every game would be at the top of the Frequency Escalator, known as this type of user
What is a heavy user?
Factors like competitors' prices and the state of the economy are considered these types of pricing factors
What are external factors?
A salesperson who researches a client and asks questions to identify their needs is using this approach.
What is consultative sales?
According to a study of a typical work week, a sport salesperson spends the largest percentage of their time (27.3%) doing this activity.
What is selling on the phone?
When a university hires a third-party company to sell tickets on its behalf, it is engaging in this practice.
What is outsourcing?
A team implements this type of system to track customer interactions, examine buying patterns, and develop customer profiles.
What is a Customer Relationship Management (CRM) system?
This pricing model, where ticket prices for a game change over time based on demand, is a major trend in modern sport pricing.
What is dynamic pricing?
An approach where the customer does most of the talking and the salesperson personalizes a solution is called this.
What is customer-focused selling?