| A | B |
|---|
| dramatically broadens the choices available for making consumers aware of products and services | technology |
| typical legnth of a promotional plan | 1 year |
| popularity of country music | world-wide |
| the direct, personal communication with prospective customers to assess their needs | Selling |
| identify the target customers | step 1 - creating a promotional plan |
| provides information in terms of numbers or percentages | quantitative measurement |
| Online music stores use a technique where users recommend songs to their peers | social networking |
| to increase sales and profits, to enhance their image, to enter new markets or a niche market | reasons to sponsor an event |
| If the product changes in any way, the endorser can still be a spokesperson as long as he/she | still uses and approves of the product |
| who present few risks, who have positive, charismatic, trustworthy images, whom consumers know | what businesses look for in celebrity endorsers |
| event often utilized for peoeple in a related industry | trade show |
| the most famous and prestigious of the entertainment awards given by the Academy of Motion Picture Arts and Sciences | Oscars |
| are presented for feature films and short films | Cannes Awards |
| Entertainment awards are an important form of this type of promotion | publicity |
| ask the customer to make the purchase is inappropriate during this stage of the sales process | demonstration |
| often conducted through telemarketing | Cold calling |
| products with small markets, expensive products, complex products that need explanation | when personal selling is most effective |
| legally obtain the best tickets to sporting events | Ticket brokers |
| are given to employees for meeting sales quota | Corporate perks |
| involves underwriting an event for the purpose of gaining positive association for a brand with the event | sponsorship |
| a person’s public expression of approval or support for a product or service | endorsement |
| events are held on an annual basis and usually are centered around a specific seasonal activity | themed events |
| a written, detailed description of how the elements of promotion will be used | promotional plan |
| a person, organization, or business that gives money or donates products and services in exchange for public recognition | sponsor |
| an independent U.S. governmental agency whose principal mission is the promotion of consumer protection and competitive business practices | Federal trade Commission |
| prospective customers who have shown interest in the product or service and meet the definition of the target market | leads |
| involves building a customer base and carefully scheduling time spent with customers | customer management |
| individuals who sell tickets to major sporting events for inflated prices | ticket scalpers |
| the sale results when customers make the decision to buy | closing |
| having a winning record in relation to making money | not necessary (can help but not necessary) |
| Personnel responsible if gameday ticket purchasers are backed up buying tickets | Ticket Sellers |
| people responsible for preventing trash from being thrown on the field | Stadium Security |
| best way to increase ticket sales quickly | run a promotion |
| effect raising ticket prices will have on ticket sales | decreases them |
| for charging different ticket prices for seats of differing value is | Yield management pricing |
| always set prices to | maximize revenue |
| Additional parking away from the stadium from which fans can be bused | Satellite parking |
| Personnel reponsible for maintaining order and clear accidents in the parking lot | parking security |
| chances to sell a potential sponsor are | limited |
| When negotiating, you should always start with | a higher price |
| most valuable form of sponsorship | Stadium naming rights |
| promotions should be utilized at this type of game | a game with lower attendance |
| running promotions more than once will | decrease fan interest |
| Activities designed to increase attendance | Promotion |
| most appealing promotions have | low cost but high appeal |
| person in charge of directing a team's players during a football game | coach |
| Created to maintain competitiveness in the league | main purpose of a salary cap |
| effect eceonomic recession has on ticket sales | decreases |
| business of a sports team is known as | a franchise |
| Weather, Ticket prices, Team's record, Promotions | factors considered by fans when choosnig to attend a game or not |
| if ticket prices go down, staffing must | go up |
| Compared to broadcast television, cable television advertising is | cheaper and more focused |
| A payment per unit on items sold bearing a team's name, logo, etc | royalty |
| in a licensing deal franchises should look for a deal with high | fixed payment and royalty |
| party obtaining the rights to use a team's name or | Licensee |
| quality of the company to which a team licenses is name and logo is important because it represents THIS | the franchise |
| city demographics, stadium location,stadium size, city incentives | factors affecting franchise location |
| stadium rent, cost for buses, wages paid to personnel are all examples of | franchise expenses |
| The money it takes in from sales of tickets and other items | team's revenue |
| team's revenue minus expenses | team's profit |
| stadium rent is an example of this type of expense | fixed |
| revenue directly related to the games played | Ticket sales |
