3Full sales process used to generate revenue SALES METHODOLOGIESFull sales process used to generate revenueADVANTAGESDISADVANTAGESInitial cost is fairly cheapCan use the internetCustomers can ask questionsVery time consuming Highly competitive Get quite a bit of rejection
4PERSONAL SELLINGDirect communication to inform and persuade customers to make purchase decisionsDetermines client needs and responds through planned, personalized communicationFace to face or…TELEMARKETINGSolicit customers to buy products over the phone
5ESTABLISH RELATIONSHIP with clients/customers/fans
6ESTABLISHING A GOOD RELATIONSHIP WHY?Customers/fans have LONG-TERM LOYALTYSupportive even with controversy or a losing seasonHOW?BUILD EMOTIONAL CONNECTIONS with customersSpectators driven by the emotions and experiencesInfluenced by tradition, attitude, and team performanceProvide customers/fans with what they want and expectTreat them fairly
7STEPS to EFFECTIVE SALES OPENINGS You only have 1 chance to make a first impression!KNOW your customer before initial contactRESEARCH their company websiteHave a PLANED AGENDA to discussDON’T call without preparing what to sayCUSTOMIZE the sales scriptDon’t read a general script for each customerASK OPEN-ENDED QUESTIONSFind out what customer needs/wantsCLOSING LINE: Ask for the SALE!Be a GOOD LISTENER
8Quiz 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?TelemarketingPersonal SellingDirect MailSales 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 needsTo get the names and phone numbers of three of the customer’s friendsTo set an appointment to meet with the customer at another timeTo pressure the customer to purchase his sport/event product
9Unit 4 Project Part 8As 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 MethodHow 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 pitchSlide 10: Customer RelationshipsHow 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.
11PREPARING SALES PRESENTATIONS There are four questions to be answered before you can begin to prepare:Why are you saying it? - PURPOSETo whom are you saying it? CUSTOMER PROFILEWhat are you going to say?CONTENTWRITE A SCRIPTHow are you going to say it? - FORM
12PURPOSE Communicate Information Make a Proposition/Sell a product or ideaTo Inspire and MotivateGenerate enthusiasm
13DETERMINES A PROSPECT'S NEEDS CUSTOMER PROFILEDETERMINES A PROSPECT'S NEEDSConsider how much they know alreadyEstablish the CharacteristicsDEMOGRAPHICS
14CONTENT Decide on your APPROACH CUSTOMER-BENEFITUse questioning to exemplify product benefitsEx: Asking if customer would like to save money on office suppliesIntroductory approachSimply state name and reason for presentingSummarize the objectives of your presentationList and prioritize points you need to coverCollect information to support your points
15WRITE A SCRIPT Use to: Make sure language is JOG MEMORY DURING PRESENTATIONHelp to remember key points that they want to coverPlan presentation lengthPractice before presentationMake sure language isPOSITIVEPRECISE (short)PERTINENT (Meaningful to the customer)Help the customer understand what you are saying in a brief, simple way
17EFFECTIVE WAYS TO SELL TICKETS GOAL: Sell-Out your event to make MONEYIf you don’t make up the costs of the event-LOSE MONEYLOTTERY:Use: DEMAND IS HIGHER THAN THE AVAILABLE SUPPLYA drawing in which people are given equal chance to winWord of Mouth“EARLY BIRD PRICING”Earlier you buy the ticket, the lower the priceSell ONLINE
18Quiz Preview#1 Which of the following sport venues is most likely to use and sell advertising on its dasher boards?College indoor swimmingDisc-Golf course at a state parkProfessional figure skating venueLocal 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 gameAchieving an absolute advantage over other US professional hockey teamsDeveloping a contingency plan in case an emergency occursMaintaining 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 chargesTeam captain’s contact infoAdvertising rate cardBasketball 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 PurposeIdentify your Customer ProfileList your ContentWrite the Sales ScriptBe 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 productSelling season tickets for a professional teamWrite the two scripts to be turned in for a gradeOne person is the customer, the other is the salespersonPerform your role play in class