Intro to Promotion & Sales
 LESSON 7.2
                                 Sales
                   Steps in the Sales Process 
       
           Understand the product or service
       
           Identify prospective customers/develop leads
           (also referred to as “prospecting”
       
           Qualify and gather information about a 
     prospective customer
       
           Contact prospective customers (the sales call)
       
           Establish credibility, rapport and a reason to 
     communicate with the customer
                         Copyright © 2017 by Sports Career Consulting, LLC
 Intro to Promotion & Sales
 LESSON 7.2
                                 Sales
                   Steps in the Sales Process 
      
          Identify and confirm a customer’s needs
      
          Presentation and proposal
      
          Ask prospective customers to act on an interest 
    in company products or services 
      
          Handle objections 
      
          Close
                         Copyright © 2017 by Sports Career Consulting, LLC
 Intro to Promotion & Sales
 LESSON 7.2
                                 Sales
                   Steps in the Sales Process 
                      Follow up
                      Fulfillment and service 
                      Evaluation 
                         Copyright © 2017 by Sports Career Consulting, LLC
 Intro to Promotion & Sales
 LESSON 7.2
                                 Sales
              Understand the product or service
         
             What inventory (seat locations, advertising 
            space etc.) is available to be sold?
         
             How much does the product or service cost?
         
             What are the features and benefits to your 
            product or service?
                         Copyright © 2017 by Sports Career Consulting, LLC
 Intro to Promotion & Sales
 LESSON 7.2
                                     Sales
      Identify prospective customers/develop leads
                                         Action
    The process of                            Leads: 
    generating leads is the                   The names of individuals 
    step in the sales process                 and companies who could 
    that is often referred to                 become future customers
    as “prospecting”
                             Copyright © 2017 by Sports Career Consulting, LLC