Title: Explain the steps of selling process.
Course: Sports and Entertainment Marketing (12163-I) > Section: Describing the Sales Process

Explanation should include the steps of the selling process such as

- pre-approach activities
- product knowledge
- prospecting/qualifying
- the approach
- the needs of customers
- the presentation and demonstration
- overcoming objections
- the close
- asking for referrals
- suggestion selling
- the follow-up (relationship marketing).

Process/Skill Questions:

- What activities can take place before the selling process?
- To what extent is it important to perform the steps of the sale in order?
- What might be the results of omitting or underemphasizing one or more selling steps?
- How can product presentation and demonstration assist with the sales process?
- How can basic selling techniques be adapted to various sports and entertainment sales situations?
- Why is suggestion selling important when closing the sale?
- How can following up with consumers create positive sales feedback?