MKT 828 Lecture Notes - Lecture 9: Telemarketing, Advertising Mail, Personal Selling
Document Summary
Sales: sales is the revenue-producing element in the marketplace, selling is composed of: identifying the customer, getting through to them, increasing their awareness and interest, persuading them to act on that interest. Sales-oriented organizational structure: reporting structure, relationship between departments, organizational style/philosophy, sales developmental process within the department, composition of sales staff. What do i have to sell: naming rights, electronic inventory, miscellaneous inventory, signage inventory, tickets to hospitality inventory, promotions inventory, print inventory, community programs. Sales approach: telemarketing, direct mail, personal selling, after-marketing, selling a new team/league. Innovative promotional approaches: education can sell the fan base, coupon-ing is not just for groceries and fast food, packaging, profitability and group sales, use volunteers and chartable groups, fun is good. Right to play: this will be on final exam, they work in over 20 countries, steve nash foundation he would rather go with a company that would give back to the community.
