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SEM1 4.10 A - Selling

SEM1 4.10 A - Selling. PE – Employ sales processes & techniques to enhance customer relationships & to increase the likelihood of making sales PI – Establish relationship with clients/customers/fans PI – Selling tickets. Establishing a good relationship.

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SEM1 4.10 A - Selling

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  1. SEM1 4.10A - Selling • PE – Employ sales processes & techniques to enhance customer relationships & to increase the likelihood of making sales • PI – Establish relationship with clients/customers/fans • PI – Selling tickets

  2. Establishing a good relationship • Customers/fans may have long term loyalty • Supportive even with controversy or a losing season resulting in sales year in and year out • Build long term relationships through creative promotions • Build emotional connectionswith customers • Spectators are driven by the emotions and experiences • Influenced by tradition, attitude, and team performance • Re-branding your team (like the Bobcats/Hornets) may provide emotional connections but does not guarantee fan loyalty • Fan loyalty comes when they really believe the team is striving to improve and will do what is necessary to provide a winning format or team • Provide customers/fans with what they want & expect • Creative promotions, communication, listen to them & excitement

  3. Establishing a good relationship • Treat them fairly • Investigate what is a good value to them • Be more focused on being a customer driven company/venue

  4. Steps to effective sales openings You only have 1 chance to make a first impression! • Knowyour customer before initial contact Researchtheir company website • Have a planned agendato discuss • Don’t call without preparing what to say • Customizethe sales script • Don’t read a general script for each customer • Ask open-ended questions • Find out what customer needs/wants • Closing line: Ask for the SALE! 6. Be a good listener

  5. Effective ways to sell tickets • Goal: Sell-out your event to make money • If you don’t make up the costs of the event- lose money • Lottery • Adrawing in which people are given equal chance to win • Use this method when demand is higher than supply • Waiting list • When cancelations might occur, develop a waiting list • “Early bird pricing” • Earlier you buy the ticket, the lower the price • Sell online • Offer first purchase to current ticket holders or prior customers before the offer is given to the general public

  6. SEM1 4.10 Activity With a partner, you will create two scripts for building a good relationship with a customer on the first contact using the steps from the notes for the following two scenarios: • Get a celebrity to endorse your product • Selling season tickets for a professional team • Write the two scripts to be turned in for a grade • One person is the customer, the other is the salesperson • Perform your role play in class

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