Intro to Promotion & Sales
 LESSON 7.1
                                     Sales
                                               Sales:
                                         Action
                                               The process of 
    It is the exchange of                      determining customer 
    goods and services                         needs and wants through 
    from producers to                          planned, personalized 
    consumers for a price                      communication intended 
                                               to influence purchase 
                                               decisions and ensure 
                                               satisfaction
                             Copyright © 2017 by Sports Career Consulting, LLC
 Intro to Promotion & Sales
 LESSON 7.1
                                 Sales
                      Sales Examples in SEM
    
       Selling group tickets to a play 
    
       Negotiating an event contract with a facility or venue
    
       A college athletic department soliciting donations 
  from
     alumni to fund scholarship opportunities
    
       Selling an event sponsorship package
    
       Fulfilling all components of a sponsorship agreement
                         Copyright © 2017 by Sports Career Consulting, LLC
 Intro to Promotion & Sales
 LESSON 7.1
                                 Sales
                    Why is selling important?
      
        Selling is the revenue-producing element of the  
         marketing process
      
        Sales is the only revenue-producing function for 
         an organization
      
        Selling helps customers make informed buying 
         decisions
      
        Results in customer satisfaction and repeat 
         business
                         Copyright © 2017 by Sports Career Consulting, LLC
 Intro to Promotion & Sales
 LESSON 7.1
                                Sales
  The process is a two-way 
  communication between  Action
  a representative of the                 Personal Selling:
  company and the 
  customer                                Any person-to-person 
                                          communication in which 
  Personal selling is the                 the seller has an 
  only form of sales that                 opportunity to influence 
  involves direct contact                 the consumer’s buying 
  between the sales                       decisions
  professional and 
  potential customer
                         Copyright © 2017 by Sports Career Consulting, LLC
 Intro to Promotion & Sales
 LESSON 7.1
                           Personal Selling
    In a non-traditional example of personal selling, 
    members of the Western Kentucky University football 
    team go door-to-door selling football tickets.  In 
    that season, players sold 300 season tickets and the 
    Hilltoppers enjoyed the second-highest average 
    attendance figures in school history. Student 
    attendance has increased more than 80 percent from 
    2006 to 2008. 
                         Copyright © 2017 by Sports Career Consulting, LLC