UNC EXSS 224 Final Test With Complete Solutions
Leads - ANSWER name and contact information for potential buyers
Prospects - ANSWER 1. Has a need for or interest in the product
2. Has the financial ability to purchase the product
3. Has the authority to buy the product
Prospecting - ANSWER The continual process of identifying and contacting businesses
and individuals in order to create a pool of qualified buyers
Qualifying leads - ANSWER The process of trying to determine if a lead meets certain
criteria
Hot Leads - ANSWER prospects who have contacted the sport organization proactively
seeking to buy tickets or has responded to direct mail/advertising promotions
Warm Lead - ANSWER prospects in which contact or connection has already been made
with the prospect prior to the seller making the call
Cold Leads (cold calling) - ANSWER prospect who the seller knows nothing about
Customer Relationship Management System (CRM) - ANSWER system that allows
employees to merge all information collected from any touch point with a customer into
a single, easily accessible database, providing a 360-degree picture of that fan or
prospect
ways to find prospects - ANSWER referrals, social media, online research, purchased
lists, e-mail, personal networking
keys to consultative selling - ANSWER listen, probing, selling solutions and benefits
benefit statement - ANSWER how a prospect will benefit from the purchase
(usually emotionally-based)
B-2-B - ANSWER selling sport products to businesses for the primary purpose of
entertaining clients and employees
B-2-C - ANSWER the sales person is calling individuals who are probably interested in
using
Steps of the Sale - ANSWER 1. prospecting
2. qualifying
3. intro + report building
,4. needs assessment
5. product pitch
6. objections
7. close
8. follow up/after-marketing
purpose of B-2-C opening - ANSWER engage potential buyers in the hopes of ultimately
selling the product, few sales occur in the initial call
Overcome SCA by: - ANSWER rehearse and role play sales conversations, observe
other successful sellers, analyze fears by writing down or articulating specific concerns
Sales Call Anxiety (SCA) - ANSWER fear of being negatively perceived or rejected by
potential customers
I/My Statements - ANSWER story that describes a personal experience of someone else
Voicemail Tips - ANSWER -about 70% of calls go straight to voicemail
-goal of voicemail is to get a call back
-around 15 seconds
-leave a contact number
-leave a compelling reason for them to call back
Decision Maker - ANSWER the person who has the final authority to accept or reject a
proposal and is held accountable for that decision
Sport Hospitality - ANSWER the food, beverage, and entertainment assets that
accompany any premium tickets in suites and club seating areas
objective of a corporate sales pitch - ANSWER demonstrate to the decision maker how
their company can achieve a return on their investment through sport hospitality assets
Comparing B-2-B to B-2-C selling - ANSWER B2B
-Offers salespeople a great opportunity to sell full season ticket packages
-Corporations have a stronger likelihood of being able to use all of the tickets
-Can afford the price of full season tickets more realistically than fans
-Pulling money from many budget areas
-Tickets can benefit their business
, -Longer sales cycle (negative)
-More steps (negative)
B2C
-Pulling money from discretionary income
-Shorter sales cycle
Guidelines for Targeting Businesses for Season Tickets - ANSWER -target businesses
with at least 10 employees and $500,000 in annual sales
-target businesses in professional services, energy and utilities, financial services,
media and leisure industries
-they should purchase at least 4 tickets
social selling - ANSWER the process of leveraging the seller's personal brand on social
media to build relationships with clients that lead to appointments
Steps to engaging decision makers on social media - ANSWER -create a professional
online brand
-build credibility in your network
-engage with decision maker
gatekeeper - ANSWER a person who keeps the decision maker's work life organized by
answering incoming calls, keeping his/her schedule, setting meetings and generally
protecting the decision-maker from time waster
primary ways to justify getting an appointment to gatekeeper - ANSWER benefit
statement and references
what to do if you're struggling to get past gate keepers - ANSWER call at early hours,
lunch, or after the business closes
When on the phone with decision makers: - ANSWER -introduce yourself
-generate interest (benefit statement)
-ask for the appointment
-confirm time and place
overcoming stalls or put offs - ANSWER social proof, restate benefit, emphasize the
small time investment
Top Down Approach - ANSWER based on the idea that a company's top officer has the
Leads - ANSWER name and contact information for potential buyers
Prospects - ANSWER 1. Has a need for or interest in the product
2. Has the financial ability to purchase the product
3. Has the authority to buy the product
Prospecting - ANSWER The continual process of identifying and contacting businesses
and individuals in order to create a pool of qualified buyers
Qualifying leads - ANSWER The process of trying to determine if a lead meets certain
criteria
Hot Leads - ANSWER prospects who have contacted the sport organization proactively
seeking to buy tickets or has responded to direct mail/advertising promotions
Warm Lead - ANSWER prospects in which contact or connection has already been made
with the prospect prior to the seller making the call
Cold Leads (cold calling) - ANSWER prospect who the seller knows nothing about
Customer Relationship Management System (CRM) - ANSWER system that allows
employees to merge all information collected from any touch point with a customer into
a single, easily accessible database, providing a 360-degree picture of that fan or
prospect
ways to find prospects - ANSWER referrals, social media, online research, purchased
lists, e-mail, personal networking
keys to consultative selling - ANSWER listen, probing, selling solutions and benefits
benefit statement - ANSWER how a prospect will benefit from the purchase
(usually emotionally-based)
B-2-B - ANSWER selling sport products to businesses for the primary purpose of
entertaining clients and employees
B-2-C - ANSWER the sales person is calling individuals who are probably interested in
using
Steps of the Sale - ANSWER 1. prospecting
2. qualifying
3. intro + report building
,4. needs assessment
5. product pitch
6. objections
7. close
8. follow up/after-marketing
purpose of B-2-C opening - ANSWER engage potential buyers in the hopes of ultimately
selling the product, few sales occur in the initial call
Overcome SCA by: - ANSWER rehearse and role play sales conversations, observe
other successful sellers, analyze fears by writing down or articulating specific concerns
Sales Call Anxiety (SCA) - ANSWER fear of being negatively perceived or rejected by
potential customers
I/My Statements - ANSWER story that describes a personal experience of someone else
Voicemail Tips - ANSWER -about 70% of calls go straight to voicemail
-goal of voicemail is to get a call back
-around 15 seconds
-leave a contact number
-leave a compelling reason for them to call back
Decision Maker - ANSWER the person who has the final authority to accept or reject a
proposal and is held accountable for that decision
Sport Hospitality - ANSWER the food, beverage, and entertainment assets that
accompany any premium tickets in suites and club seating areas
objective of a corporate sales pitch - ANSWER demonstrate to the decision maker how
their company can achieve a return on their investment through sport hospitality assets
Comparing B-2-B to B-2-C selling - ANSWER B2B
-Offers salespeople a great opportunity to sell full season ticket packages
-Corporations have a stronger likelihood of being able to use all of the tickets
-Can afford the price of full season tickets more realistically than fans
-Pulling money from many budget areas
-Tickets can benefit their business
, -Longer sales cycle (negative)
-More steps (negative)
B2C
-Pulling money from discretionary income
-Shorter sales cycle
Guidelines for Targeting Businesses for Season Tickets - ANSWER -target businesses
with at least 10 employees and $500,000 in annual sales
-target businesses in professional services, energy and utilities, financial services,
media and leisure industries
-they should purchase at least 4 tickets
social selling - ANSWER the process of leveraging the seller's personal brand on social
media to build relationships with clients that lead to appointments
Steps to engaging decision makers on social media - ANSWER -create a professional
online brand
-build credibility in your network
-engage with decision maker
gatekeeper - ANSWER a person who keeps the decision maker's work life organized by
answering incoming calls, keeping his/her schedule, setting meetings and generally
protecting the decision-maker from time waster
primary ways to justify getting an appointment to gatekeeper - ANSWER benefit
statement and references
what to do if you're struggling to get past gate keepers - ANSWER call at early hours,
lunch, or after the business closes
When on the phone with decision makers: - ANSWER -introduce yourself
-generate interest (benefit statement)
-ask for the appointment
-confirm time and place
overcoming stalls or put offs - ANSWER social proof, restate benefit, emphasize the
small time investment
Top Down Approach - ANSWER based on the idea that a company's top officer has the
