• Prospecting
  • How do you plan to develop leads and evaluate prospects? Consider the difference in prospecting in B2C sales vs. B2B sales. Be specific about how you will address each group in this case. What specific methods will be utilized?
  • List at least 5 specific local business prospects and classify accounts using single-factor analysis or portfolio analysis.
• Sales Dialogue
  • Applying the communication tools (ADAPT and SPIN), how can you determine who is a likely candidate to purchase a sponsorship? A ticket package? Clearly define the types of buyers.
  • What type of communication style(s) will be most relevant in this case?
  • What type of sales aids would be relevant for consumers vs. local businesses?
• Sales Proposition
  • What is the value that you are selling to your customers? Product claims?
  • Clearly define what you are offering: What type of group packages are available? What are the sponsorship opportunities? Include cost information.
• Trust/Integrity
  • What actions/statements can you make to gain your customers' confidence?
• Sales Objections
  • What are the likely objections you will face? What are your responses to each? (ex: Price is too high, Timing is not right, etc.)
• Performance Measurements and Technology
  • What sales performance indicators will guide the team? How is success defined in this case? What team management techniques will you need to utilize? (Consider all college members that may be involved in this process as your team.) Use detailed information, including specific stats (Estimate based on research.)
  • What specific technology/software may be useful in this case? (Consider CRM, Salesforce, and other products discussed throughout the course.)
• Expanding Customer Relationships
  • What is your plan for maintaining relationships AFTER the sale? (Hint: to sell season tickets next year? To sell sponsorship for the upcoming regular season? To extend their relationship with the college beyond the basketball program?)