01 Oct Based on years of past success, the Women’s Regional basketball tournament is being held in the Lackawanna College Student Union this year.
Based on years of past success, the Women’s Regional basketball tournament is being held in the Lackawanna College Student Union this year. This is an exciting time for the team, the College and the Scranton community.
In addition, The Lackawanna Lady Falcons have had a great season and are looking to make deep run in the tournament.
You have been asked to take charge of selling the event to the public (tickets and other “group packages” . Your team also has the opportunity to sell sports marketing packages to local area businesses.
Using all your knowledge and tools of the class, construct a sales plan to fill the arena and market the event to sponsors.
The Lackawanna College Student Union is a historic landmark which has recently been transformed into a state of the art sports facility.
https://lackawannafalcons.com/facilities/lackawanna-college-student-union/4 (Links to an external site.)
The format of the sales plan should be a Powerpoint presentation. It’s content is up to you but should include components of what we covered in class. Suggestions include:
Prospecting: How do you plan to develop leads and evaluate prospects?
Sales Dialogue: Applying the communication tools (like ADAPT and SPIN), how can you determine who is a likely candidate to buy a sponsorship? A ticket package?
Sales Proposition: What is the value that your are selling to your customers? Product claims?
Sales Objections: What are the likely objections you might face? What are your responses? (ex: Price is too high, Timing is not right, etc.)
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 season? to extend their relationship with the College beyond the basketball program?)
Trust/Integrity: What actions/statements can you make to be gain your customers confidence?
