SEM I – 4.09
Knowledge/
Skill
Statement
Understands the concepts and actions needed to determine client needs and wants
and respond through planned, personalized communication that influences purchase
decisions and enhances future business opportunities
Instructional
Area
Selling
Performance
Element
Perform pre-sales activities to facilitate sales presentation.
Performance
Indicator
Identify sales methodologies used in sport/event marketing (SE:315)
Level
Specialist
SCANS
Information 5; Systems 15; Basic Skills 1-2, 5-6; Thinking Skills 12
21st Century
Skills
Critical Thinking & Problem Solving 1, 3; Communication & Collaboration 1;
Information Literacy 1
Objectives
a.
b.
c.
d.
e.
Performance
Activity
Select a sport or event product, and determine the different ways that it is sold.
Record your findings. Decide whether additional sales methods could be used. Write
an analysis and recommendation based on your findings. Discuss the information
with a classmate.
Identify situations in which sport/event sales methodologies would be used.
Describe the use of personal selling in sport/event marketing.]
Discuss the use of telemarketing in sport/event marketing.
Explain the use of the Internet as a sales medium in sport/event marketing.
Identify advantages/disadvantages associated with sales methodologies.
Resources
Textbooks
Farese, L.S., Grossman, D.A., Nicholson, G., & Wardinski, P.A. (2005). Sports and
entertainment marketing (pp. 308-311). New York: Glencoe/McGraw-Hill.
Kaser, K., Oelkers, D.B. (2008). Sports and entertainment marketing (3rd ed.) [p.
310]. South-Western, Cengage Learning.
Mullin, B.J., Hardy, S., & Sutton, W.A. (2007). Sport marketing (3rd ed.) [pp. 278311]. Champaign, IL: Human Kinetics.
Shank, M.D. (2009). Sports marketing: A strategic perspective (4th ed.) [pp. 309-312,
339]. Upper Saddle River, NJ: Pearson Prentice Hall.
Software/
Online
Chapter 14: Sport marketing—Strategies and tactics. (n.d.). Retrieved May 30, 2012,
from
http://www.google.com/url?sa=t&rct=j&q=&esrc=s&source=web&cd=21&ved=0C
FEQFjAAOBQ&url=http%3A%2F%2Ffaculty.swosu.edu%2Fbo.pagliasotti%2Fsh
are%2FSports%2520Management%2FChapt%252014%2FCHAPTER%252014.
doc&ei=Ut3GT9LYNO250QH87IWbCw&usg=AFQjCNEm4E0XlD93l_Rlx9yjJAxY
nf92eg&sig2=SziQ8Z-Wxw9Av6zn44qXVg
IDC4U7—Sports and entertainment marketing: Promotion. (n.d.). Retrieved May 30,
2012, from
http://www.google.com/url?sa=t&rct=j&q=&esrc=s&source=web&cd=39&ved=0C
GcQFjAIOB4&url=http%3A%2F%2Fmyclass.peelschools.org%2Fsec%2F12%2F
31100%2FLessons%2FPROMOTION%2F1.%2520Intro%2520to%2520Promotio
ns.pptx&ei=_N_GT77dNO2N0QGZy9DFCw&usg=AFQjCNHloyTb8cHZE475qd4
VOIgplJRApA&sig2=CZYeFvReQgwwJugDoDi9-w
1stNet Marketing. (2002-2012). Event invites. Retrieved May 30, 2012, from
1
SEM I – 4.09
http://1stnetmarketing.co.uk/telemarketing/event-invites
Robinson, M.J. (2012). Proper positioning imperative for sport club’s success.
Retrieved May 30, 2012, from
http://www.humankinetics.com/excerpts/excerpts/proper-positioning-imperativefor-sport-clubs-success
Knowledge/
Skill
Statement
Understands the concepts and actions needed to determine client needs and
wants and respond through planned, personalized communication that influences
purchase decisions and enhances future business opportunities
Instructional
Area
Selling
Performance
Element
Perform pre-sales activities to facilitate sales presentation.
Performance
Indicator
Prepare sales presentation (SE:067)
Level
Specialist
SCANS
Information 5-8; Systems 15; Basic Skills 1-2, 5-6; Thinking Skills 7-8
21st Century
Skills
Financial, Economic, Business, & Entrepreneurial Literacy 3; Creativity &
Innovation 1-2, 4; Critical Thinking & Problem Solving 1-5; Communication &
Collaboration 1; Information Literacy 1-2; ICT Literacy 1-2; Leadership &
Responsibility 1,4
Objectives
a. Identify reasons for preparing for a sales presentation.
b. Identify factors about the customer/client/fan that should be determined prior to
making a sales presentation.
c. Describe preparation needed for sales presentations.
d. Identify factors that affect the preparation needed for sales presentations.
e. Describe ways to prepare for a sales presentation.
f. Create a tentative sales presentation.
g. Explain how to ask for a sales-presentation appointment.
h. Demonstrate procedures for preparing for a sales presentation.
Performance
Activity
Select one of the following sport/event sales scenarios, and determine the
preparation that you should do for it:
Selling ad space in a sport/event program
Soliciting sponsorships for a new arts event
Obtaining celebrity endorsements of a sport product
Selling season tickets to the symphony
Discuss your preparation ideas with a classmate.
Resources
Textbooks
Boone, G., & Kurtz, D.L. (2009). Contemporary marketing 2009 (p. 575). Mason,
OH: South-Western Cengage Learning.
Clark, B., Sobel, J., & Basteri, C.G. (2010). Marketing dynamics: Teacher’s edition
(2nd ed.) [pp. 588, 592-593]. Tinley Park, IL: Goodheart-Willcox Company, Inc.
Etzel, M.J., Walker, B.J., & Stanton, W.J. (2007). Marketing (14th ed.) [p.
509].Boston: McGraw-Hill/Irwin.
Farese, L. S., Kimbrell, G., & Woloszyk, C. A. (2009). Marketing essentials (pp.
297-300). Woodland Hills, CA: Glencoe/McGraw-Hill.
Futrell, C. M. (2006) Fundamentals of selling: Customers for life through service
2
SEM I – 4.09
(9th ed.) [pp. 255-268]. New York: McGraw-Hill/Irwin.
Ingram, T.N, LaForge, R.W., Avila, R.A., Schwepker, C.H., & Williams, M.R.
(2008). Professional selling: A trust-based approach (4th ed.) [pp. 159-177,
184-188]. Mason, OH: South-Western Cengage Learning.
Johnston, M.W., & Marshall, G.W. (2009). Sales force management (9th ed.) [pp.
53-54]. New York: McGraw-Hill Irwin
Manning, G.L., Reece, B.L., & Ahearne, M. (2010). Selling today: Creating
customer value (11th ed.) [pp. 16, 210-216, 223-227]. Upper Saddle River, NJ:
Prentice Hall.
Spiro, R.L., Rich, G.A., & Stanton, W.J. (2008). Management of a sales force (12th
ed.) [pp. 70-75]. New York, McGraw-Hill Irwin.
Weitz, B.A., Castleberry, S.B., & Tanner, J.F. (2004). Selling: Building partnerships
(5th ed.) [pp. 218-223, 360]. Boston: Irwin/McGraw-Hill.
Software/
Online
AllBusiness.com. (1999-2012). The keys to great sales presentations. Retrieved
May 30, 2012, from http://www.allbusiness.com/sales/selling-techniques/8091.html
D’Ambra, J. (2012). How to prepare a sales presentation that leads to closes: A
preliminary guide. Retrieved May 30, 2012, from
http://basicsofsales.com/JoesBlog/blog1.php/2009/08/03/preliminary-steps-topreparing-your-sale
Gaebler Ventures. (2001-2011). Effective sales presentations: Prepare sales
presentations that work. Retrieved May 30, 2012, from
http://www.gaebler.com/Sales-Presentations.htm
Gargaro, D. (2010, June 9). Effective sales presentation techniques. Retrieved
May 30, 2012, from http://ezinearticles.com/?Effective-Sales-Presentation-Techniques&id=2457043
Gordon, A. (2006, December 21). How to match the sales presentation to the
customer: An overview. Retrieved May 30, 2012, from
http://ezinearticles.com/?How-To-Match-The-Sales-Presentation-To-The-Customer:-An-Overview&id=393185
Nielson, B. (2009, February 25). Creating an effective sales presentation.
Retrieved May 30, 2012, from http://ezinearticles.com/?Creating-an-EffectiveSales-Presentation&id=2038527
Robertson, K. (2004). Creating a powerful sales presentation. Retrieved May 30,
2012, from http://www.businessknowhow.com/marketing/salespresentation.htm
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