| A | B |
|---|
| sales process | some steps in this are the approach, follow-up, demonstration |
| Ticket scalpers | sell tickets for inflated prices |
| Cold calling | conducted through telemarketing |
| Corporate perks | are given to employees for meeting sales quota |
| FBI | receives reports of fraudulent ticket sales for the Super Bowl |
| Follow-up examples | personal thank you note sent to the customer, telephone call after the sale, customer survey following the sale |
| Approach | first contact with the customer to gain the customer’s attention and interest |
| Luxury boxes | used by wealthy individual fans and corporate executives |
| waiting in line | not a good strategy to obtain tickets for a highly demanded entertainment event |
| Effective demonstrations | salespeople can overcome the consumer’s hesitation to buy |
| Adding suites | greater revenue and seating capacity |
| Ticket scalpers | individuals who sell tickets to major sporting and entertainment events, often outside the venue on the day of the event |
| Group packages | offer special ticket prices when tickets are purchased in large quantities |
| Closing the sale | customers make the decision to buy |
| Time spent | important to the success of a sales associate |
| Closing the sale: | the ultimate goal of the sales associate, moves the customer to make a decision, involves suggestion selling |
| Luxury boxes | fancy rooms inside stadiums and arenas that allow corporate executives and some wealthy private individuals to entertain clients and friends while watching an event. |
| Leads | prospective customers who have shown interest in the product or service and meet the definition of the target market |
| Ticketmaster | controls the sale of tickets for most venues in the country |
| Suggestion Selling | asking customers if they want to purchase related products |
| Continued success | based upon establishing long-term relationships with customers that are enhanced with follow-up from the salesperson |
| Ticket Brokers | registered businesses that legally buy and sell tickets for a variety of entertainment events and guarantee ticket authenticity |
| Club seats | premium stadium seats located outside that are usually cushioned and roomy and provide a good view of the action |
| Cold calling involves | contacting potential customers at random without researching customers’ needs first |
| Preapproach | learn everything possible about the products and services offered, the target market, and the competition |
| Personal selling | appropriate for products with small markets, expensive products, complex products that need explanation |
| Ticket Brokers can | obtain the best tickets to sporting events |
| Customer Management | building a customer base and carefully scheduling time spent with customers |
| Demonstration should | address the needs of the customer, discuss the product's features, high the benefits of the product |
| Telemarketing | effective sales strategy, annoying to many consumers, frequently used to survey consumers |
