WARM-UP: Student is to access activity of choice on Quia ...



CLASSWORK GROUP #5

ASSIGNMENT #1 (10/26/11)

Activity 1: View video clip below and write a one paragraph summary of the video.



Summary:

Activity 2: "How to Create a Sole Proprietorship". After viewing the video, type one paragraph providing a summary in the information provided to you.



Summary:

Activity 3: View video "What is a Shareholder"

Type one paragraph summary of the information provided.



Summary:

ASSIGNMENT #2 (10/27/11)

ACTIVITY 1: Page 307 in the text book: Read Winning Strategies on Page 307 and answer these critical thinking questions:

1. What type of pricing strategy is used by Country Stampede to maximize attendance at the 4-day event?

2. How might Affiliated Foods Midwest benefit from sponsoring Country Stampede?

ACTIVITY 2: List the six steps involved in the sales process and briefly describe the step.

ACTIVITY 3: Explain why personal selling is necessary when selling expensive items like luxury suites at a professional football stadium.

ACTIVITY 4: List and explain the three things that successful salespeople must understand:

ACTIVITY 5: Why should a sales associate NOT ask "May I help you?"

ASSIGNMENT #3 (10/31/11)

ACTIVITY 1: Read marketing myths on Page 311 regarding soft drink industry. Answer the following questions:

1. How have health issues affected the soft drink industry?

2. What have schools done with soft drink machines and why?

3. In your opinion, what would be the healthiest drinks to provide to students in vending machines in a school and why?

4. Do you ever read the label on your soft drink of choice?

5. Time is what in the sales process?

6. Pretend you are a vacuum cleaner salesman - - pick the brand you think is the best and type a brief description of what I might expect to see when you are attempting to sell the product.

7. When would you use suggestion selling?? Provide an example of suggestion selling by telling what the original purchase is and what you are attempting to sell.

ACTIVITY 2:

1. Why is it important that successful salespeople know the competition?

2. What is the price range you would expect to pay for a ticket to a Yankees game?

3. Who owns the Green Bay Packers?

4. List a sporting event that you are aware of that the tickets are passed down to another generation by means of a will.

5. Who controls the sale of tickets for most venues in the country?

6. Have you ever dealt with a ticket scalper? What was the event? How did that price compare to if you had bought it on Ticketmaster?

7. What is the highest price you recall paying for an entertainment event or sporting event? What was the event?

8. Explain the difference between ticket scalpers and ticket brokers.

9. If you are trying to buy tickets on Ticketmaster when the sales begins and you keep getting a message "Tickets not yet on sale" - what might you do to stay in the loop?

10. How might a fan purchase a ticket to the Super Bowl? List the steps.

11. Explain the code of standards and ethics for all member brokers of the Natl. Assoc. of Ticket Brokers with regards to failure of delivery of tickets in time for the event>

12. What organization prevents college athletes from selling the complimentary tickets they receive for family and friends?

ACTIVITY 3

1. Describe how National Amusements tried to replicate the environment of Fenway Park during the Red Sox run for the World Series in 2004.

2. When the Panthers were in a play-off game with the Dallas Cowboys a number of years ago I took my two nephews to the atrium at the BOA since we were unsuccessful in buying tickets. We had stood in line at a mall trying to get tickets through Ticket Master but they were sold out just as we made our way to the front of the line. We were viewing the event on a very large TV screen and were seated in folding chairs. Do you think that was second best to being inside the stadium? What do you think we may have been witnessing? To make the fans feel better about the situation, after the game for those who were willing to wait, the Panthers sent over a number of players to sign autographs.

3. Do you think this second option at seeing the play-off game was a money maker for some people? If so, who?

ASSIGNMENT #4 (11/1/11)

ACTIVITY 1: Need vs. Want

NEED-WANT QUIZ

1) Is a house a want or a need?

[pic]Want [pic]Need

2) Is a car a want or a need?

[pic]Want [pic]Need

3) What about a CD player? Want or need?

[pic]Want [pic]Need

4) How about medicine? Want or need?

5) Finally, what about school? Want or need?

[pic]Want [pic]Need

ACTIVITY 2: Informed Buying Decisions - Sprint

Visit this website and describe below how Sprint is helping customers make informed buying decisions:

ACTIVITY 3: Full-Menu Marketing - MLB and full-menu marketing.

Google for Sports Promotion and Sales by Richard Irwin (a book) and describe below how the book describes full-menu marketing by a MLB team.

ACTIVITY 4: Feature Benefit Selling

Creating Feature / Benefit Statements That Work.

June 12, 2007 — Brad Trnavsky

Example selling a TV: Transforming features into benefits and then adding emotion when selling a product:

Example of Transforming Features into Benefits and then Adding Emotion When Selling a Product

Feature: 28 inch LCD Monitor

Benefit: Experience a more enjoyable and relaxed viewing experience for all day gaming or work activities

Add emotion: Be the envy of your neighbors as you sit back and relax at your desk or even on the couch with this large screen allowing you to see the minor details of any game, photo, video, or other application.

(We added a little pride in that one as we talked about how they can be the envy of their neighbors.)

1. Student is to select a product other than a TV and create dialogue to illustrate feature benefit selling.

2. What might be some exercise equipment that could be sold to an apartment dweller and what would the benefit be that would be specific to an apt. dweller?

3. Create a dialogue being used to sell a house with the "ideal man cave".

ASSIGNMENT #5 (11/2/11)

ACTIVITY 1: Read Opening Act on Page 97 regarding corporate sponsorships.

1. Assume you are part of a sports organization in need of a sponsor. Discuss how you would research possible sponsors.

2. What information would you need to ensure a mutually beneficial relationship.

3. Define economic market.

4. Define benefits derived.

5. Give an example of benefits derived from college sports.

6.. Give an example of a comparative advantage.

7. Define Abraham Maslow's hierarchy of needs.

8. Do you know of any famous people who are/were considered to be self-actualized (realized their potential)?

9. Give an example of an emotional purchase.

10. Give an example of a rational purchase.

11. How does having access to credit feed emotional purchases?

ACTIVITY 2:

Read Marketing Myth on Page 99 - Nike, Inc.

Think critically:

1. Who are Nike's major competitors?

2. How has Nike achieved its high level of success?

3. Define patronage purchase and give an example.

4. By offering fans a rewarding experience, MLB is securing ______________ _______________.

5. Decision making processing used to determine how to spend money.

A. Recognize a _______ or a _____ and an opportunity to _________ it.

B. Conducting __________ is the 2nd step

C. __________ their choices and make a decision to buy

D Post-purchase evaluation in which purchasers assess their level of __________ and the possibility of

_________ ___________.

6. Primary data can be collected through:

ACTIVITY 3:

1. Pretend you are in the market for a new car - - list the 4 steps in the decision making process and

what would be happening in each step. Describe below.

2. Give an example of a rational purchase, an emotional purchase, and a patronage purchase related to a sporting

event.

ASSIGNMENT #6 (11/3/11)

ACTIVITY 1:

1. In one paragraph describe your best experience with a salesperson:

2. In one paragraph describe your worst experience with a salesperson.

ACTIVITY 2:

1. Boomerang method - list another type of response that might apply to an objection on the price of a concert ticket.

2. Which method do you think might be used when a person is objecting to buying a GPS system? Type the dialogue here.

3. Give an example of what you think to be a 3rd party approach - type the dialogue here.

ACTIVITY 3: Google for a Video on Handling Objections - - if you find one that will allow you to watch it - summarize the video below - - Provide Ms. Herman with the URL.

ACTIVITY 4;

1. An aspiring recording artist met with a record label executive in hopes of obtaining a recording contract. Would you consider this to be a type of selling and if so - what type?

ASSIGNMENT #7 (11/7/11)

ACTIVITY 1: Brainstorm on 5 reason that could cause your cash drawer not to balance at the end of your shift?

1.

2.

3.

4.

5.

ACTIVITY 2:

Why do you think convenience stores will have a sign posted about how much money they have on hand?

Activity 3:

Since a business owner cannot negotiate on the cost to reduce his invoice - - how can he/she negotiate?

Activity 4:

Answer the following question:

What would be the main reason(s) for a vendor to give a discount?

Activity 5:

In your opinion, how are most sales transactions completed today? Credit cards ______

Debit cards _____ Cash __________ Checks ____________

What is your reason for your answer?

Activity 6:

In your opinion, who would most likely be using a debit card and who would most likely be using a credit card?

(May want to research on the internet to back up your answer)

ASSIGNMENT #8 (11/8/11)

ACTIVITY 1: Answer the following questions

1. How high must mark-up be for a business?

2. Define income as it relates to sales:

3. Give an example of a buying error.

4. Why would you be stuck with merchandise that your competitor sold at a cheaper price?

5. What buying motive might keep you from getting stuck with the merchandise?

6. Name a time when you think it would be common to see mark-downs in a retail store?

7. Do you ever shop at a discount store such as Ollie's on Guess Road - - are you typically satisfied with the quality of the product?

ACTIVITY 2:

1. Calculate the following sales transaction: 3 pairs of shorts @8.99 each, 2 shirts @$10.99 each, 2 pairs of socks at $7.00 each plus .0675 Sales tax - Total amt. of invoice _____________________________

2. Calculate the following sales transaction. You are shopping at Belk and had clipped a coupon in the newspaper for 25% off of one sales transaction on a particular day.

2 pairs of pants for $29.00 each, 1 pair of jeans @18.99, 4 shirts at 4 for $40.00. Sales tax is .0675 - - what would be the total amt. you owe for the purchasing using the coupon? How much money did you save by using the coupon?

ACTIVITY 3:

Play Rapid Fire Game as a method of reviewing material covered in Objective 4.00

ASSIGNMENT #9 (11/9/11)

Ask for questions from students on anything they are not clear on prior to testing. Answer such questions.

Students will test on Objective 4.00.

After testing, we will proceed to:

ACTIVITY 1:

Student is to turn to Page 68-71 in the textbook and read about Sports Camps & Clinics. Answer the following questions:

1. List 3 reasons a young athlete may participate in a sports camp.

2. How can sponsors keep the participants' fees down by:

3. What do the sponsors get in return?

4. How could Nike benefit by sponsoring a children's sports camp?

5. Name at least 3 ways a local business could benefit by sponsoring a camp?

6. What might working parents be looking for in a sports camp?

7. How would a clinic contrast from a sports camp?

8. What would be a benefit of a smaller staff?

9. How does the cost of a clinic typically compare with a sports camp?

10. Name any sports camps or clinic you have attended. What did you think the best benefit derived from attending the camp/clinic was? Do you recall what it may have cost?

11. Sports camp organizers work with public relations specialists to ensure ______________________________________________________________________________________.

12. What tool would make a parent feel he/she had a voice in improving the camp/clinic?

13. How might the marketers promote attendance at the next year's clinic/camp?

ACTIVITY 2:

Pretend you work for a publisher that is seeking the next motivational story to turn into a best seller. Choose an unpublished athlete/celebrity. (will need to use the internet to research and see if the athlete you have in mind has been published). Write two paragraphs explaining your choice of celebrities and what you think their story is.

ACTIVITY 3: Think Critically:

Communication: Basketball Coach Rick Pitino uses "TEAM" as his speech acronym, standing for "Together Each Accomplishes More". Come up with your own acronym for developing a speech. Explain what each letter of your acronym represents and how it could help you to organize your speech.

ASSIGNMENT #10 (11/10/11)

ACTIVITY 1: The United States is unique in that eighteen of its twenty largest stadiums are home to a college team, not a professional one. Research the internet to find the 10 largest stadiums and fill in the information below.

Stadium Name Capacity City State Home Team

1.

2.

3.

4.

5.

6.

7.

8.

9.

10.

ACTIVITY 2: Provide a profile on each of the top two stadiums providing such information as the nickname of the stadium and last year's ticket price ranges, year built, etc. - any unusual features.

ACTIVITY 3: Have any of the college stadiums served as a venue of Olympic Games - if so - which stadium - what year - and what event.

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