Sports Promotion 1. What are the advantages and disadvantages of publicity? Explain the role of media in public relations. List and explain the steps in the selling process. 2. Quick Check Answers The advantage is that the public views what it sees and hears in the media as news, which is believed to be objective and credible. The disadvantage is a company’s lack of control over it, and that bad publicity gives the company a bad image. The media provide outlets for public relations to function. Approach: the first face-to-face meeting with the customer; determine needs: looking, listening, and asking questions to determine needs; present the product: developed around the customer’s needs; overcome objections: answering questions and eliminating doubts; close the sale: getting a commitment; perform suggestion selling: presenting ideas for additional merchandise; and follow up: keep in contact with customers. 3. 1

Sports Promotion 1. What are the three functions of promotion in sports marketing? Explain the promotional mix. List the three ways to determine a promotional budget. 2. Quick Check Answers To generate sales, attract a targeted audience, and help create a positive image. It is any combination of advertising, sales promotion, publicity, direct marketing, and personal selling. percentage of sales, competitive parity, and objective-and-task method 3. 2