5.01

1. 5.01 Product Knowledge

2. Factors Affecting Types of Seating Arrangements • Type of arena • Type of event • Expected attendees • Safety considerations

3. Center Stage

4. Basketball

5. End Stage

6. Half House

7. Pros/Cons ofSeating Arrangements • Center Stage • Many seats • Some will be seeing back of show • End Stage • Many seats • Some seats at bad angles

8. Pros/Cons of Seating Arrangements • Basketball • Many seats • Some seats are in back row • Half Stage • Fewer seats • Seats have good view of action

9. ADA Seating Considerations • >1% wheelchair seating required • Companion seats must be provided • Wheelchair seating must be in all areas • >1% of seats must have no armrest

10. Terms • Feature: physical characteristic of product • Benefit: what need the product fills for the customer • Unique selling proposition: the one reason a product is different/better than competition • Feature-benefit selling: matching characteristics of product to customer’s needs & wants • Feature-benefit chart: lists benefits side-by-side with features

11. Sources of Feature/Benefit Info • Sales people • Product literature • Consumer review web sites • Internet discussion boards

12. feature-benefit chart for a product