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SPMA 3P95 Final questions with verified answers
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SPMA 3P95 Final questions with verified answers
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SPMA 3P95 FinalDale Carnegie - correct answer ✔✔6 ways to make people like you
1. be genuinely interested in other people
2. Smile
3. Remember names
4. Be a good listener
5. Talk in terms of other peoples interest
6. Make other feel important
Enis - correct answer ✔✔What is selling?
selling is personal interaction for the purpose of facilitating exchange to mutual advantage
Mullin, Hardy, Sutton - correct answer ✔✔What is sport marketing?
Consist of all activities designed to meet the needs and wants of sport consumers through exchange
process
Futrell - correct answer ✔✔Use personal communication to persuade someone to act
Irwin, Sutton & McCarthy - correct answer ✔✔customer focused selling
- stressed customer needs/requirements, rather than product for sale
-salesperson as consultant
,- works for both parties (getting the best deal)
Spiro, Stanton & Rich - correct answer ✔✔8 steps in sales process
1.Prospecting
2. Pre-Approach; planning the sale
3. Approach
4. Needs assessment
5.Presentation
6. Meeting Objectives
7. Gaining Commitment
8. Follow-up
effort -> performance -> reward
(Motivation model)
Davis Broughton - correct answer ✔✔"Bucks Lead The Way"
sports business journal hires market research company to be "secret shoppers"
salespeople were graded on:
-Assessing needs of buyer
-Touting benefits of tickets
-Engaging the customer emotionally
-Teams getting low scores can then do a better job training their sales staff
David Halberstam - correct answer ✔✔- You sell sports, people are passionate about sports, sell with
passion. History/tradition/civic pride to reach the prospect's hearts
- Keep your eyes open, get new leads by noticing new products on shelves, or new stores opening
, -use your communication assets strategically; match asset with the size of the potential sale, phone,
email, face to face.
John Boe - correct answer ✔✔1. when 'cold calling' leads, use a script
- don't want to leave out important details
2. 'Match' the speed, volume, and tone of voice of the prospect
- people want to do business with people they feel are similar to them
3. Try to make phone calls in the morning
-Both you and the prospect are rested and refreshed
Joan Guiducci - correct answer ✔✔1. Don't ask "how are you"
- meaningless conversation
2. Don't make outrages claims
-"Theres a good possibility I can help you" is better than "I know I can"
3. Don't use a script
-Rookies yes, vets no
Leo Fautsch - correct answer ✔✔Persuasion
sales is about personal persuasion
3 ways to persuade
1. Logic - "employees are tired of the same playground for company picnic, our ballpark is a fun fresh
alternative"
2.Credibility - "Heres is testimonials from my clients who've had successful picnics at the ballpark
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