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sponsors purchasing media time during a live concert is

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selling

question

the exchange of goods and services from a producer to a consumer is

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selling

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ticket agents from the panthers team call season tick holders to sign up for new VISA panthers credit card. this is called:

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telemarketing

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cally purchases a new york knicks jersey from jim, a sales associate at the team store. this is an example of:

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personal selling

question

Carolina hurricane's season ticket holders receive information at their homes concerning a special promotion. this is what type of selling?

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direct mail

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mail sent to customer's homes used to initiate the sales process is:

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direct mail selling

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faith hill's web site allows fans to learn interesting facts about her and purchase the latest tour t-shirts. what type of selling is this?

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www/internet

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sherry stopped by the grocery store to buy her family's food for the week. Visiting the grocery store is an example of what kind of purchase?

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need

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having products or services that meet virtually any customer's needs/and or wants is:

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full-menu marketing

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a sales associate recommends purchasing exercise equipment that folds flat and easily stores under a bed. this is an example of:

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feature-benefit selling

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which is an example of a rational buying motive?

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purchasing balcony tickets for a Broadway show instead of front row seats

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which buying motive causes people to buy based on conscious, logical thinking and decision making?

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rational

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which buying motive causes people to buy based on loyalty and merchandise assortment?

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patronage

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what type of motive causes people to choose one business over another?

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patronage

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carol always shops at Run for your life athletic shoe store, even if there is a sale at another store. carol is an example of a customer with a(n):

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patronage buying motive

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an example of a rational buying motive is:

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durability

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the carolina panthers have always placed television commercials on ABC, CBS and NBC networks. they are currently trying to decided when to add FOX to their list. what kind of decision making?

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limited

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demostrating to a customer the proper fit of a running shoe is part of:

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product demonstration

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the buyer for Foot Locker stores keeps track of current trends and industry information utilizing:

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trade periodicals

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selling between a manufacturer and a re-seller is:

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business to business

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alyssa purchases two tickets for her husband to attend the annual jazz festival concert. in this example, alyssa's husband is the:

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consumer

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an example of an emotions buying motive is a:

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student camping out overnight for tickets to a concert

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consumers able to obtain tickets to attend the super bowl are often portrayed as wealthy and prestigious. the super bowl tries to appeal to which customer buying motives?

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emotional

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an example of patronage motive is:

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customer service

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direct experience, written publications, other people, and formal training are sources of:

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product information

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sending a follow-up survey to customers to determine their level of satisfaction with their latest purchase is an example of:

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relationship marketing

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suggestion selling:

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takes place after the customer commits to original purchase

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what closing technique is being used to following situations: "I will be glad to write up the catering order for the team dinner."

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direct

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the first encounter with the customer is called the:

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approach

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the LEAST effective sales approach method is the:

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service

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vivian is looking at a faith hill cd. the sales person should use which approach when addressing vivian?

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merchandise

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rex approached a customer that was looking at a rach of tennis shirts and said "these are our best-selling shirts and they come in six different colors" this is an example of:

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merchandise approach

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observing, listening, and questioning are part of:

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determining needs of customer.

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the first step in an effective product presentation is:

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selecting the right product to demonstrate

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showing a potential season ticket holder where his seats will be is which step of the process?

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product demonstration

question

which of the following would be the most effective way to involve customers in a product demonstration of a golf putter?

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allow the customer to test the grip of the putter

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when there is a wide variety of products available, a salesperson should first show the customer:

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medium priced items

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why is it important to show medium-priced merchandise first?

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the salesperson can go up of down based on customer's reaction

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a customer stating a reason, concern, or hesitation for not making a purchase is a(n):

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objection

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a customer in a sporting good store tells the salesperson, "i dont think i should buy this rowing machine, i am afraid when i get home, i wont know how to use it." the sales person replies" lets read over the directions together and you can try it out in store" which objection?

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demonstration

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which specialized method of handling objections is following, "what exactly does not feel right about this shoe?"

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question

a customer states, "i believe this jersey will shrink since it is 100% cotton" ryan answered, "it is pre-shrunk which will prevent additional shrinkage" objection?

answer

boomerang

question

the sports center sales team is making a presentation to the carolina panthers, trying to secure new advertising dollars. the panthers are a little hesitant about signing a deal. within the presentation, there is positive feedback and revenue from Dale Earnheardt about signing from sports center. objection?

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third party

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a physical action, comment, or question is a:

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buying signal

question

one rule for closing the ale is when a customer is ready to buy the sales person should:

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stop talking about product and ask for sale

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one rule for closing the sale is when a customer is having difficultly making a buying decision, the salesperson should:

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stop showing additional merchandise

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"of the two treadmills you just tried, on which one did you feel more confident running?" what closing technique?

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which

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after-sale activities are important because they:

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develop on-going dialog with customers

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a salesperson questions the customer, "Would you need a can of balls to go with the new racket you selected?" example of:

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suggestion selling

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as members of the carolina hurricanes pack, fans receive discounts at local restaurants. recently new discounts have been secured and fans were notified through mail. example of:

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benefit selling

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to close the sale when a customer needs help deciding the sales person should:

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explain the characteristics of each product being considered.

question

a customer says he/she/ does not want to pay the $20.00 to see elton john's concert from the floor. ticket agent responds, "these seats are better and sound is crisper" objection?

answer

boomerang

question

when determining the customer's price-range preference, a sales associate should:

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show the medium-priced merchandise first.

question

in sports and entertainment marketing, direct mail, telemarketing, and person selling are also known as:

answer

sales approaches

4.01 sports marketing – Flashcards

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