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"Your Turn" A Sports Sales Plan" is on page 526, not 510.

Of the information provided in the case, what is most important in your design of a sales incentive plan for the three sales staff? How does this information affect your plan design?

The three sales staff aren't selling a product.They are selling advertising.When a company purchases advertising, they are hoping to spend money now in order to make money in the future.Advertising at the baseball field relies on people being in the stands to see the advertising, and on those people becoming customers.

A large corporation, like Pepsi or Walmart, likely would not advertise at a small and poorly attended baseball stadium.The posters would not reach manynew clients.A local spa and salon would also not choose to advertise at the baseball field.The stereotypical baseball fan is not a stereotypical spa client.Sales staff should focus on quality over quantity of sales calls.

Your textbook talks about unit rate plans. Which of these types of plans would you use for sales of tickets? Which plan might be appropriate for sales of advertising? Why?

Ticket sales has to do with Volume Sales.There isn't much competition in that most cities don't have multiple baseball fields.Cities do have different forms of entertainment so customers can choose between going to a baseball game, or roller skating, or bowling, or to a movie.

Tickets are also conceptually less difficult to sell than ads.When a customer buys a ticket, he or she expects to watch a game.When a company buys ads, it hopes to see an increase in sales in the future.

Advertising sales has to do with Quality and customer service.A company wants to increase their future sales and wants to work well with other sales teams to accomplish that goal.

What factors influence the dollar amount you can pay for increases in ticket sales?

Supply and demand charts are important here.The baseball field sales team wants to make the most amount of money.They want to sell the most tickets for the highest amount possible in order to bring in the most money.That may mean lowering the price of the tickets to get more people to buy tickets.Right now, only 500 people are buying the expensive tickets, others are buying cheap tickets and sitting in vacant expensive seats.The sales team should lower the price of the expensive tickets so that more people will buy those seats.As more expensive seats are filled, there should be an increase in demand for the remaining expensive seats.

Also, if the baseball team preformed better, more "fair weather fans" would be interested in going to the games.

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