1. Performing pre-sales activities to facilitate sales presentation
Unit 4
Objective

2. Identify SALES METHODOLOGIES used in SEM

3. Full sales process used to generate revenue
SALES METHODOLOGIES
Full sales process used to generate revenue
ADVANTAGES
DISADVANTAGES
Initial cost is fairly cheap
Can use the internet
Customers can ask questions
Very time consuming Highly competitive Get quite a bit of rejection

4. PERSONAL SELLING
Direct communication to inform and persuade customers to make purchase decisions
Determines client needs and responds through planned, personalized communication
Face to face or…
TELEMARKETING
Solicit customers to buy products over the phone

5. ESTABLISH RELATIONSHIP with clients/customers/fans

6. ESTABLISHING A GOOD RELATIONSHIP
WHY?
Customers/fans have LONG-TERM LOYALTY
Supportive even with controversy or a losing season
HOW?
BUILD EMOTIONAL CONNECTIONS with customers
Spectators driven by the emotions and experiences
Influenced by tradition, attitude, and team performance
Provide customers/fans with what they want and expect
Treat them fairly

7. STEPS to EFFECTIVE SALES OPENINGS
You only have 1 chance to make a first impression!
KNOW your customer before initial contact
RESEARCH their company website
Have a PLANED AGENDA to discuss
DON’T call without preparing what to say
CUSTOMIZE the sales script
Don’t read a general script for each customer
ASK OPEN-ENDED QUESTIONS
Find out what customer needs/wants
CLOSING LINE: Ask for the SALE!
Be a GOOD LISTENER

8. Quiz Preview
#35 The W-S Dash set up a kiosk in Hanes Mall to meet and sell game tickets to interested shoppers. What sales method was used?
Telemarketing
Personal Selling
Direct Mail
Sales Promotion
#37 Ryan believes that establishing a relationship with customers is a key sales success. What is most likely to be Ryan’s goal when meeting a potential customer?
To identify how his sport/event product can meet the customer’s needs
To get the names and phone numbers of three of the customer’s friends
To set an appointment to meet with the customer at another time
To pressure the customer to purchase his sport/event product

9. Unit 4 Project Part 8
As the Marketing Coordinator of a NC Venue, it is your responsibility to establish a method for personal selling and creating long-term customer satisfaction for your upcoming event.
Slide 9: Personal Selling Method
How are you going to establish personal contact? (In person or over the phone?)
Write a script of what you would typically say to customers during your sales pitch
Slide 10: Customer Relationships
How will you develop long-term loyalty even through controversy or sub par performance?
How will your event/s help create an emotional connection with customers?
How will you provide customers with what they expect?
How will you make customers feel as though they are treated fairly?
Continue along with Unit 4 Project Part 7. Complete and submit to Edmodo by the end of class.

10. PREPARE SALES PRESENTATION

11. PREPARING SALES PRESENTATIONS
There are four questions to be answered before you can begin to prepare:
Why are you saying it? - PURPOSE
To whom are you saying it? CUSTOMER PROFILE
What are you going to say?
CONTENT
WRITE A SCRIPT
How are you going to say it? - FORM

12. PURPOSE Communicate Information
Make a Proposition/Sell a product or idea
To Inspire and Motivate
Generate enthusiasm

13. DETERMINES A PROSPECT'S NEEDS
CUSTOMER PROFILE
DETERMINES A PROSPECT'S NEEDS
Consider how much they know already
Establish the Characteristics
DEMOGRAPHICS

14. CONTENT Decide on your APPROACH
CUSTOMER-BENEFIT
Use questioning to exemplify product benefits
Ex: Asking if customer would like to save money on office supplies
Introductory approach
Simply state name and reason for presenting
Summarize the objectives of your presentation
List and prioritize points you need to cover
Collect information to support your points

15. WRITE A SCRIPT Use to: Make sure language is
JOG MEMORY DURING PRESENTATION
Help to remember key points that they want to cover
Plan presentation length
Practice before presentation
Make sure language is
POSITIVE
PRECISE (short)
PERTINENT (Meaningful to the customer)
Help the customer understand what you are saying in a brief, simple way

16. SELL TICKETS

17. EFFECTIVE WAYS TO SELL TICKETS
GOAL: Sell-Out your event to make MONEY
If you don’t make up the costs of the event-LOSE MONEY
LOTTERY:
Use: DEMAND IS HIGHER THAN THE AVAILABLE SUPPLY
A drawing in which people are given equal chance to win
Word of Mouth
“EARLY BIRD PRICING”
Earlier you buy the ticket, the lower the price
Sell ONLINE

18. Quiz Preview
#1 Which of the following sport venues is most likely to use and sell advertising on its dasher boards?
College indoor swimming
Disc-Golf course at a state park
Professional figure skating venue
Local youth outdoor soccer field
#29 Which of the following would most likely increase sales for a professional hockey team?
Offering attendees their money back if they are unsatisfied with the game
Achieving an absolute advantage over other US professional hockey teams
Developing a contingency plan in case an emergency occurs
Maintaining and periodically reviewing team performance records
#37 Crystal is preparing to visit local businesses about purchasing advertising space in the program for her high school’s basketball tournament. What should Crystal take with her when she goes to the businesses?
Explain the charges
Team captain’s contact info
Advertising rate card
Basketball player’s bios

19. “You Do”
Prepare a sales presentation for a sports event or good…you choose!
Make sure to follow the below procedures and write them as you go to turn in for a grade:
Identify the Purpose
Identify your Customer Profile
List your Content
Write the Sales Script
Be ready to present in class!

20. “You Do”
With a partner, you will create two scripts for building a good relationship with a customer on the first contact using the steps from the notes for the following two scenarios:
Get a celebrity to endorse your product
Selling season tickets for a professional team
Write the two scripts to be turned in for a grade
One person is the customer, the other is the salesperson
Perform your role play in class