A dizzy bat race at a baseball game is an example of a direct marketing and database asset?
True
False
Activation is a form of leveraging that is engagement oriented.
True
False
Transition and support statements are used during this step of the PRO Methods of Sales...
Step 1: PROspect for qualified customers.
Step 2: PRObe for information with open-ended questions.
Step 3: PROvide solutions by matching solutions by matching product benefits with customer information.
Step 4: PROpose an offer that best fits the customer's needs.
Step 5: PROtect the relationship by maintaining contact and customer service.
Step in the PRO Method of sales that describes matching product benefits with customer information.
Step 1: PROspect for qualified customers.
Step 2: PRObe for information with open-ended questions.
Step 3: PROvide solutions by matching solutions by matching product benefits with customer information.
Step 4: PROpose an offer that best fits the customer's needs.
Step 5: PROtect the relationship by maintaining contact and customer service.
The Latin term pro bono means...
For the community good
For the public good
For the good people
For the awesome people
Year-round selling and season ticket memberships aid in what step in the PRO Method of Sales
Step 1: PROspect for qualified customers.
Step 2: PRObe for information with open-ended questions.
Step 3: PROvide solutions by matching solutions by matching product benefits with customer information.
Step 4: PROpose an offer that best fits the customer's needs.
Tep 5: PROtect the relationship by maintaining contact and customer service.
Kurlan (2009) found these four elements to be critical to sales success.
Ethics, committment, outlook, and responsibility.
Prosperity, committment, outlook, and responsibility.
Desire, commitment, outlook, and responsibility.
Happiness, committment, outlook, and responsibility.
The term to describe a salesperson skipping the majority of the conversation and asking for the sale very early in the conversation.
Bulldogging
Begging
Asking
Wanting
Baker (2015) states that there are four strategies for influencing others. Name them.
Investigation, calculation, motivation, and collaboration.
Investigation, calculation, motivation, and Buddhism.
Investigation, calculation, motivation, and PROvide.
Investigation, calculation, motivation, and PRObe.
Digital selling is the process of using social media and the web to generate leads and sell more.
True
False
An account administered by a third-party sponsor, such as a community foundation, who handles all the business and legal matters, thus freeing the donor from those responsibilties is called a what?
Owner's and Equity fund.
Donor-advised fund.
The Joe Biden Administration Fund.
The fund.
Corporation leaders have responsibilties beyond profit and maximization.
True
False
Blank is known as 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 affilation or association.
Sponsorship
Fund
Bulldogging
Prospect
Chaldini's (2007) Six Fundamental Principles of Persuasion.
Authority, consistency, liking, reciprocation, scarcity, and social proof.
Authority, consistency, liking, reciprocation, scarcity, and prospect proof.
Authority, consistency, liking, reciprocation, scarcity, and bullet proof.
Authority, consistency, liking, reciprocation, scarcity, and tutorial proof.
What does CSR stand for?
Corporate Special Responsibility
Corporate Social Responsibility
Corporate Serious Responsibility
Corporate Stopping Responsibility
Name (in order) the 5 steps in the PRO Methods of Sales
PROspect, PRObe, PROpose, PROvide, PROtect.
PROtect, BERNard, PLEase, HE's, AWESome.
PRObe, PROspect, PROvide, PROpose, PROtect.
PROspect, PRObe, PROvide, PROpose, PROtect.
Reinforces the idea that the salesperson should not always ask the customer to buy something every time they contact them.
1-to-3 rule.
2-to-3 rule.
3-to-1 rule.
3-to-2 rule.
What are B2B Sales?
Business-to-business sales.
Business-to-consumer sales.
What are B2C Sales?
Business-to-business sales.
Business-to-consumer sales.
Grant writing is a form of inventory.
True
False
Fundraising is a form of inventory.
True
False
Charging taxes is a form of inventory.
True
False
What are the eight forms of monetizing?
Fundraising, grant writing, naming rights, print inventory, promotions, signage, tickets and hospitality, taxes.
Fundraising, grant writing, naming rights, print inventory, promotions, signage, tickets and hospitality, gatekeeping.
Fundraising, grant writing, naming rights, print inventory, promotions, signage, tickets and hospitality, sponsorships.
Fundraising, grant writing, naming rights, print inventory, promotions, signage, tickets and hospitality, goods and services.
What are two charcteristics of effective sales people or revenue generators?
Ego drive and gatekeeping.
B2B sales and empathy.
Kindness and empathy.
Empathy and Ego drive
Nearly all businesses that generate revenues sell a product. Products can either be goods or services.
True
False
Goods are tangible items produced for sale. They can be seen, touched, tasted, or examined. Services are intangible actions or work done for a person or organization, services cannot be touched.
True
False
Goods are intangible actions or work done for a person or organization, goods cannot be touched.
True
False
Services are intangible actions or work done for a person or organization, services cannot be touched.
True
False
What is the first step of the PRO Methods of Sales
PRObe
PROtect
PROspect
PROtect
What is the second step of the PRO Methods of Sales
PROtect
PROspect
PRObe
PROvide
What is the third step of the PRO Methods of Sales
PROvide
PRObe
PROtect
PROpose
What is the fourth step of the PRO Methods of Sales
PROpose
PROvide
PROtect
PRObe
What is the fifth step of the PRO Methods of Sales
PRObe
PROpose
PROvide
PROtect
What is the one thing that can stop you from directly coming in contact with a prospect?
The government
Gatekeeper
A salesperson
The Police
Gatekeepers include secreteries or personal assistants, spouces, and even children who answer the phone.
True
False
What are a customers wants.
Customers’ needs are things that the customer has identified must happen for them to be able or interested in purchasing the ticket.
Customers’ needs are things that the customer has demanded and sweared must happen for them to be able or interested in purchasing the ticket.
Customers’ needs are things that the customer has identified must happen for them to be able or interested declining the ticket.
A customer simply wants things.
What's an example of a firm budget need from a customer?
�I come with my kids, so I need four seats together.”
�I am out of town on weekends, so I am only interested in a weekday game.”
�I cannot spend more than $1,000 on a partnership.”
"Can you please call the manager? I am frustrated by this terrible service and I am demanding a refund."
What's an example of a inventory need from a customer?
�I cannot spend more than $1,000 on a partnership.”
�I come with my kids, so I need four seats together.”
�I am out of town on weekends, so I am only interested in a weekday game.”
"Can you please call the manager? I am frustrated by this terrible service and I am demanding a refund."
What's an example of a timeframe need from a customer?
�I cannot spend more than $1,000 on a partnership.”
�I come with my kids, so I need four seats together.”
�I am out of town on weekends, so I am only interested in a weekday game.”
"Can you please call the manager? I am frustrated by this terrible service and I am demanding a refund."
What's an example of a customer making a trigger statement?
�I come with my kids, so I need four seats together.”
�I am out of town on weekends, so I am only interested in a weekday game.”
�At the end of the day my biggest goal is to drive traffic to my business’ website.”
�I cannot spend more than $1,000 on a partnership.”
Most sales do not happen until the sales person asks for it.
True
False
A step for a good proposal is demanding the customer you want them to buy.
True
False
The 80-20 rule states that the sales representative...
Should spend 50% of the time talking.
Should spend 20% of the time talking.
Should spend 40% of the time talking.
Should spend 100% of the time talking.
The 80-20 rule states that the sales representative...
Should spend 80% of the time listening.
Should spend 30% of the time listening.
Should spend 100% of the time listening.
Should spend 60% of the time listening.
When it comes to the 80-20 rule the more the customer is talking, the more information is being gathered.
True
False
Open-ended questions are to be answered with a yes or no.
True
False
Open-ended questions are not to be answered with a yes or no.
True
False
Which one of these words do open-ended questions not start out with?
What
Here
How
Why
Closed-ended questions can be answered with a single word and often begin with "do you", "would you", "how many".
True
False
Closed-ended questions can be answered with a single word and often begin with "yes" or "no".
True
False
After a sale is closed, the salesperson’s job is not over.
True
False
What did the Romans use to seperate social classes of Romans.
Gold slips
Paper slips
Tessero
Clay
Which facility first required paid admission if you wanted to see an event.
SoFi Stadium
Union Course
Lambeau Field
Marcedes Benz Superdome
Who made history with a one day gate revenue of 2.8 million.
Russell Wilson
Jack Dempsey
Gene Turney
Babe Ruth
Turney made $750,000 for his nights work, more than Babe Ruth made during his entire career during the same era.
True
False
How much do gate revenues account for in a year usually?
$5 million
$10 billion
$20 billion
$18 billion
Business-to-consumer ticket sales are purchased by...
Businesses who use the tickets for business purposes.
An individual to enjoy the game.
Consumers to be used for themselves.
The business who provided them.
Business-to-business (B2B) ticket sales are purchased by...
Businesses who use the tickets for business purposes.
An individual to enjoy the game.
Consumers to be used for themselves.
The business who provided them.
B2B sales ultimately end up being used by...
Businesses who use the tickets for business purposes.
An individual to enjoy the game.
Consumers to be used for themselves.
The business who provided them.
B2B tickets are intended to provide a secondary benefit back to...
Businesses who use the tickets for business purposes.
An individual to enjoy the game.
Consumers to be used for themselves.
The business who provided them.
Justin Verlander is a pitcher in Major League Baseball. What type of fund was created when he set up an account administered by a third-party sponsor?
Donor-advised fund (DAF)
Grant
Third party grant
Needs statement
Evaluation is important in grant writing because...
It helps to determine how effective the project has been.
It helps to determine how bad the project has been.
It helps to determine the total revenues from the grant writing.
It helps to determine how effective the proposal went.
Immediate feedback is most likely to be found in
Grant evaluation
Needs statement evaluation
Fund evaluation
Formative evaluation
The college had never had a program for first-generation students. Therefore, the development director applied for a grant. What type of grant would be best to apply for?
Public Sector Grants
Seed Grant
Capital Award
Project or Program Grant
Soft money has a deadline date, and hard money is a regular appropriation.
True
False
Broadcasters buy the rights to broadcast a sporting event to viewers in an effort to increase there market share and value.
True
False
Secondary sports rights holders...
By using a secondary rights holder, the main sports right holder maximizes there revenues and avoids separate negotiations with individual broadcasters.
The main sports right holder controls the broadcasting, as well as the production, of the television signal.
Main sports right holders...
By using a secondary rights holder, the main sports right holder maximizes there revenues and avoids separate negotiations with individual broadcasters.
The main sports right holder controls the broadcasting, as well as the production, of the television signal.
What is the guarantee model?
It's the main sports right holder that controls the broadcasting, as well as the production, of the television signal.
Sublicense all or part of the broadcasting rights.
The revenues achieved by the school on there own or with a previous agency are guaranteed upfront to the school.
A measure of the size of an audience reached by a specific media vehicle or schedule.
What are gross ratings points?
A measure of the size of an audience reached by a specific media vehicle or schedule.
Sublicense all or part of the broadcasting rights.
The revenues achieved by the school on there own or with a previous agency are guaranteed upfront to the school.
A measure of the size of an audience reached by a specific media vehicle or schedule.
What is a rating?
A measure of the size of an audience reached by a specific media vehicle or schedule.
The percentage of households tuned into a medium at any given moment.
Sublicense all or part of the broadcasting rights.
A measure of the size of an audience reached by a specific media vehicle or schedule.
What is cord cutting?
It's where Americans are cancelling cable or satellite subscriptions and receiving content (e.g., sport events, television shows, movies, and so on) by other means (Hulu, YouTube, and so on).
Sublicense all or part of the broadcasting rights.
The percentage of households tuned into a medium at any given moment.
A measure of the size of an audience reached by a specific media vehicle or schedule.
What are the two ways to sell rights?
Sublicense all or part of the broadcasting rights to a different media platform.
The broadcasting company can sell the advertising time for the event.
Main sports rights holders can sell rights to the broadcasters.
A measure of the size of an audience reached by a specific media vehicle or schedule.
Sport organizations use digital media to reach across multiple channels to distribute content so that way they can continue to drive the fan experience?
True
False
Cost per click (CPC) is the number of times a visitor...
Likes an advertising.
Comments on an advertisement.
Clicks on an advertisement.
Shares an advertisement.
What is a panel?
A group of people chosen to represent a larger universe of people.
Sublicense all or part of the broadcasting right.
The broadcasting company can sell the advertising time for the event.
The revenues achieved by the school on there own.
A guarantee model is a multimedia rights model.
True
False
Which one of these morals aren't important to fundraising?
Honesty
Respect
Transparency
Loyalty
Unrestricted funds are...
Funds used by a nonprofit organization for any purpose they deem necessary, often toward normal operating costs.
Funds set aside for a particular purpose normally because the donor has requested the funds be used for this purpose.
The broadcasting company can sell the advertising time for the event.
Sublicense all or part of the broadcasting rights to a different media platform.
Today, the only responsibility of a business is to make a profit.
True
False
Sponsor is a party that pays or provides compensation to be officially associated with a specific property.
True
False
Partner is used interchangeably with sponsor.
True
False
What is return on investment (ROI)?
It is an educated approximation of how much additional profit the company has earned based solely on the sponsorship.
Funds set aside for a particular purpose normally because the donor has requested the funds be used for this purpose.
The broadcasting company can sell the advertising time for the event.
A measure of the size of an audience reached by a specific media vehicle or schedule.
What is return on objectives (ROO)?
It is an educated approximation of how much additional profit the company has earned based solely on the sponsorship.
It uses uses metrics based on company objectives to measure the value of a sponsorship.
Category exclusivity, Couponing, Digital or electronic, Direct Marketing and database, Event sponsorship, In-game promotion, Intellectual property, Media, Pass-through rights, Premium giveaways, Print advertising, Signage, Special event marketing, Sponsor identification, and Tickets and hospitality are all examples of sponsorship assets.
True
False
Governing-body sponsorships are...
Sport organizations that have regulatory and sanctioning authority with wide-ranging responsibilities that may include updating and enforcing rules, settling disputes, and so on.
An organization’s sponsorship of a team by supplying apparel, equipment, or monetary compensation.
An agreement between an individual who enjoys public recognition (an athlete) and an entity (e.g., a brand) to use the celebrity for the purpose of promoting the entity.
Connection with local television, radio, newspaper or other media outlets.
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