8.2 & 8.3 Questions - Kassidy Kreitz - Sports Entertainment Marketing 8.2&8.3(pp 170-182 Questions 1 What is the difference between promotional and

8.2 & 8.3 Questions - Kassidy Kreitz - Sports...

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Sports & Entertainment Marketing 8.2&8.3 (pp. 170-182) Questions: 1.What is the difference between promotional and institutional advertising? 2.What are the major types of advertising media? 3.List the different forms of sales promotions. 4.What are the advantages and disadvantages of publicity? 5.Explain the role of media in public relations.
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Unformatted text preview: released first. 6. List and explain the steps in the selling process. 1. Approach Is building a relationship with the customer. Which will be the first face to face meeting. The goal is to be friendly a firm handshake and friendly greeting will help develop the relationship between you and the customer. 2 . Determine Needs Involves listening, looking, and asking questions. Determine needs ASAP. 3. Present the product Developed arounds consumers wants/needs. Most important should be presented first to create interest and desire. Involve the customer, video tape or demonstrate. 4. Overcome objections Eliminating doubts and answer questions about a product. Provide necessary feedback to keep communication flowing. 5. Close the sale Getting a commitment for purchase. 6. Perform Suggestion selling Suggesting ideas for additional merchandise sales; may be related to original product. 7. Follow up Keeps the connection and relationship going, may lead to repeat sales by callings, email, etc....
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