Title: Explain the steps of the selling process.
Course: Sports, Entertainment, and Event Marketing > Section: Describing the Sales Process

Explanation should include the steps of the selling process, such as

- performing pre-approach activities
- obtaining product knowledge
- prospecting and/or qualifying
- planning the approach
- recognizing the needs of customers
- presenting and demonstrating
- overcoming objections
- closing the deal
- asking for referrals
- offering suggestion selling
- initiating the follow-up (relationship marketing).

Explanation should also include the role of AI in selling and supporting the sales process.

Process/Skill Questions:

- What activities can take place before the selling process?
- To what extent is it important to perform the steps of the sale in order?
- What might be the results of omitting or underemphasizing one or more selling steps?
- How can product presentation and demonstration assist with the sales process?
- How can basic selling techniques be adapted to various sports, entertainment, and event sales situations?
- Why is suggestion selling important when closing the sale?
- How can following up with consumers create positive sales feedback?