| A | B |
|---|
| website visitors need to be able | to locate relevant info. |
| maximize revenue with ltd. capacity | yield management |
| Ski resort bases prices on | what market will bear |
| Paying for parking & buying refreshments | Part of overall price of event |
| Concept of price includes cost of ticket but | also the value of overall experience |
| tangible benefit of surf board | wrist strap |
| company-focused objective for sports event | enhancing image |
| Why price marathon entry fees below normal rate | maximize participation |
| Ticket prices high = low ticket sales | elasticity |
| setting prices lower than competition | penetration |
| Reason to not attend fireworks display downtown | traffic jam |
| more female restrooms than male | adequate facilities |
| at a sports event fans expect | Safe environment |
| Advantage of e-mail | cost-effective |
| Why have space for ads in programs | generates more revenue |
| who decides whether or not to publish press release | the editor |
| Important to know when submitting press releases | media deadlines |
| errors found in release mailed to media | call media with corrections |
| DONT include this in press release | your opinion |
| celebrity appearance to attract customers | rock star signs CDs |
| Ad agency develops positive relationship with TV station | Generates publicity for its clients |
| Ad agency's public relations director must be | honest and professional |
| purpose of newsletters | communicate with the public |
| following negative publicity | celeb athlete volunteered for charity |
| sports org developes interactive relationship with media | to maximize favorable event coverage |
| to encourage media coverage, org. | develops media guide |
| Media day at Durham Bulls | publicize preparation for upcoming season |
| Co. does not have mailing list software | can use blind carbon copies |
| Eletronic boards within a stadium | event signage |
| pro team wants to develop relationship with fans | should build emotional connections with them |
| in pre-call planning salesperson focuses on | learning more about the potential customer |
| Why salesperson would need notes for presentation | to jog their memory |
| sales presentation language should be | positive, precise and pertinent |
| asking prospective customer if they would like to save $$'s | customer benefit approach |
| how to determine prospect's needs? | dev. customer profile |
| 313,000 is what % of 939,000 | 33% |
| pro team earns revenue when game is televised | sells broadcast rights |
| Cost of radio ads varies with | # of listeners being reached |
| Advertising medium for local hardware store | local newspaper |
