Sport Sales Midterm

Typically, B2C sales requires a deeper technical knowledge than B2B sales does.

False

is defined as turning over all or part of an organizational activity to an outside vendor. 

Outsourcing 

Electronic inventory includes all of the following EXCEPT 

vinyl banner 

Aramark runs all of the concessions at James Madison University. Which of the following does this example best illustrate? 

outsourcing 

Asking your university if you can help make phone calls to alumni is an example of which of the following ways a student can prepare for a sales job? 

 volunteer

Electronic inventory can also be referred to as 

digital marketing

 Which of the following is NOT a potential type of signage at a sport venue?

radio advertisement

Which of the following is NOT a functional area in the sport industry?

college sport

Which of the following activities is an example of content marketing?

a fitness club creating and posting videos with workout ideas and exercise technique 

Which of the following is a goal of relationship selling?

ensuring that the customer is satisfied with what they got for their money

Which of the following is an example of an outbound sale?

A sales representative calls a potential customer who ends up buying season tickets

Which of the following is an example of a customer referral?

leads offered from an existing customer 

Which of the following is an example of an open-ended question? 

“How did you like the seats you had last year?”

Deno from the Tampa Bay Bucs had two words of advice to new salespeople. What were they?

Shut Up

Which statement is most likely to be a want and NOT necessarily a need?

 “I like to sit as close as possible to the 50-yard line.”

Which of the following is used to combine features of the product with benefits to the customer?

 a transition statement

Which of the following terms refers to adding additional or premium products to an existing customer’s order?

upselling

Which of the following is NOT a step in the PRO method?

PROduct

Which of the following information is NOT recommended for leaving good voicemails?

the price of the products that you offer

Which of the following is an example of prospecting?

finding potential buyers’ email addresses on social media 

Which of the following is often known as the lifeblood of sport organizations?

season tickets

Which of the following usually separates a new sale from a renewal sale? 

whether the customer purchased tickets in the previous year

Which objection is most likely to be one that a sales representative cannot overcome?

The customer has moved and no longer resides within traveling distance. 

Which of the following would be an example of shotgunning?

naming a list of inventory items and asking which one the customer wants 

Which of the following ticket inventories may be a good fit for a B2B customer? 

all of the above 

A customer’s purchase of a ticket directly from the sport organization itself is likely considered a secondary market purchase.

False

Which of the following would describe a strategy in which ticket prices may change throughout the year? 

dynamic pricing

Which of the following is the common term for ticket inventory sold to large groups?

group tickets

Renewal ticket sales often have a lower commission for the sales representative.

true 

How much of the salesperson’s time should be spent speaking compared with the time the customer spends speaking?

80 percent from the customer, 20 percent from the salesperson 

Which response is most appropriate to handle a performance objection? 

“I’m sorry you’re upset about our performance, but there are a lot of other reasons to attend.” 

Which of the following would best describe the comment “Tickets are selling fast, so we need to get you locked in soon.”

urgency statement 

All of the following are main sports rights holders EXCEPT 

Learfield 

Which of the following is NOT an advantage of a live read? 

increased social media following

Which form of measurement is most often talked about in broadcast media? 

ratings 

A _______ is a geographic area that represents specific television markets. 

DMA

Metrics like click-through rate, engagement rate, and bounce rate are examples of 

key performance indicators 

The percentage of U.S. businesses that had a social media presence used for marketing ______ from 2013 to 2025.

increased

Which of the following statements best describes cord cutting?

Viewers are canceling cable or satellite subscriptions and getting content by other means. 

What is the biggest difference between the guarantee model and revenue-sharing model in intercollegiate sport?

Revenues are guaranteed upfront to schools in the revenue guarantee model. 

What is the advantage of using a live read in radio? 

A live read can have a larger impact because the broadcaster has already developed trust and a bond with the audience. 

When an agency measures the total number of clicks that an ad receives divided by the number of impressions, what are they measuring? 

 click-through rate

Companies are becoming increasingly creative in how they are sharing and placing their brands in sport. 

true 

is the acquisition of rights to affiliate or directly associate with a product, person, organization, team, league, or event for the purpose of deriving benefits related to that affiliation or association. 

Sponsorship

_________ and _________ are often interchangeable terms when dealing with sponsorship.

Sponsor; partner 

Which of the following is NOT a type of sponsorship? 

Selective sponsor

Locations for signage include billboards, concourse, video boards, and dasher boards. 

true

Boilerplate proposals are often standardized documents that include general information about the property. 

true