Risk in Sports!!!

You are are college junior who is rated as a top ten pro prospect for the NFL draft. You could potentially earn a signing bonus of 4-6 million dollars. Answer the questions below as comment posts.













1. What are some of the risks you have to deal with until you are drafted?



















2. How can you protect yourself from these risks?











3. What could potentially happen if you don't protect yourself?

BONUS: What is the famous company that handles issues like this??

Stadium Merchandise Vendors

Read the questions below.   Use what you have learned about stadium merchandisng to  answer the questions as comments post.

1. Have you ever wondered why the merchandise shops are always at the entrances/exits of a stadium? Explain why this is so important.

2. Why do you think stores put cash registers right near the entrance/exit to their stores?

3. Has a product display ever influenced you to purchase a product? Explain why?

4. What are some issues that a stadium merchandise vendor has to think about as far as how they layout their store for trafic flow? Be detailed.

The Print Advertisement

Click on the add below and read the content. Answer the questions below as comments.











1. Who do you think is the ad's target market? Answer in detail with the three catagories below.







a. Demographics







b. Psychographics







c. Product Behavior











2. What is the headline of this ad?



















3. What is the selling message for this ad?









4. Describe what the illustration is for this ad. Do you think it is effective? Why?











5. Does this ad influence you to buy this product? Explain why whether you answered yes or no.

Effecting Selling.

Coffee Veteran Mosely Explores Effective Selling And Innovation


CHERRY HILL, NJ — “Today, we need to deliver not only a great cup of coffee,” said Jim Mosely, sales manager for Southern Refreshments (Tucker, GA). “We have to provide service beyond the cup, and many different products. We have to raise the bar.”



Speaking at the National Automatic Merchandising Association’s first-ever OCS Summit, Mosely pointed out coffee service started out with a simple plan: drop off a brewer and ship enough coffee and basic supplies (filters, condiments, stir-sticks) to keep the client brewing. Today, however, competitive operators must be prepared to provide total breakroom solutions, and it can be helpful to look imaginatively at ongoing product introductions in order to find attractive additions.



He noted that technology is creating almost unbounded opportunity. For example, it would be perfectly feasible right now to design a “coffee terminal” that would respond to voice commands, and perhaps “read” programmable mugs that store their owners’ preferences in memory. It is useful to imagine things like this, he suggested, so one can respond quickly when something new enters the market.



Mosely showed the audience a novel paper towel dispenser, about the size of a toaster, that loads with recycled-paper wipes feeding out a hold in the front. The number of sheets in a single load is equivalent to five rolls of conventional paper toweling. Operators can sell this, he emphasized. “Green’ is the future.”



The products and services to be sold are done so in the context of the operating company’s vision, the speaker observed, and sales training consists primarily of imparting that vision while sharing proven methods of communicating. This requires the salesperson to understand the prospect’s needs and expectations, and to determine how the company can meet them.



“Use a form that can accommodate all the necessary information,” he recommended. “That includes the name, address and phone number of the company, the county or municipal tax rate, the name and title of the decision-maker and the qualification: the number of people, the hours and days worked, the number of shifts – the night shift will drink more coffee – and the average age of the clientele. It used to be that the ‘older crowd’ drank more coffee; that may be changing now. What is the ratio of male to female patrons? Is it a white-collar or a blue-collar location? Is the coffee free? What’s the ethnic balance? A predominantly Hispanic population will tend to use more sugar; an Asian clientele often prefers tea to coffee. How many breakrooms are there, and what kind of access do employees have? What’s the lunch schedule? This is important for vending, too,” Mosely continued. Asking the right questions at the outset makes it much easier to come up with a program that will please the account.



It’s also very helpful to ask about the prospect’s present service. “Ask, ‘How would you rate it: Average? Fair? Poor?’ Don’t suggest ‘good’ or ‘excellent’ as choices,” the speaker advised. “And ask, ‘If you could wave a magic wand, what would you wish for as the perfect service?’”



The next step is to propose a visit to the breakroom. This, with the information already gathered, will enable the sales rep to make a recommendation: “You qualify for our single-cup system; let’s see whether one can be installed in the available space...OK, I’ll leave you this one for a couple of days; play with it.”



Mosely observed that, in this presentation, he has not mentioned price, nor asked for a demo. And, he said, that scenario is just one of many that can be envisioned, along with other questions that might be asked. One would be, “Do you have a ‘green’ program?” he noted, and invited the audience to suggest others.



There were many replies, ranging from whether the location receives regular visitors (like a medical office), presently pays rental on a brewer or a water dispenser, presently pays with a credit card and/or orders online – and, “What do you buy, other than coffee?”



The questionnaire is the key, Mosely summarized. “It’s my garden; it lets me plant the seeds, and control how they grow. It can be updated regularly with ongoing order information, and used as the guide to truly personalized service.”


1.  Who does Mr. Mosely sell to, B2B or retail customers?     How do you know this?




2.  In the second half of the article what “steps” is Mr. Mosely going through? Give me evidence from the article do not just give a one word answer.



3. Go through the steps of the pre-approach and identify how Mr. Mosely addresses each step.

Do You Have What It Takes to Close the Sale??

Many entrepreneurs have little or no experience in outside sales. Finding new prospects and explaining features and benefits — the stock-in-trade of salesmanship — can be difficult for an entrepreneur who isn’t sales-oriented. But inexperience can be crushing when it comes time to close the sale. After all, even sales pros often have trouble closing the deal.
Although it may be difficult, closing doesn't have to be painful or bewildering. Here are a few basic pointers to help demystify this potentially awkward process:
· Close from the beginning. Don't confuse this idea with the hard sell; the cutthroat approach alienates many potential customers. Instead, explain your agenda. Tell the prospect exactly what you're selling and how it can benefit their business. Being up front about your intentions promotes an honest, mutually respectful, and rewarding discussion — paving the way for a smooth close.
· Learn to recognize when potential customers are ready to buy. A customer might indicate they're ready by asking questions about the product or the buying process: "How long would delivery take?" "What does that button do?" or "Is an upgrade available?" Other signs include complaints about previous vendors and interested comments such as "Really?" or "Good idea."
· Don't respond to questions with merely a yes or no. Answer your prospect's queries with questions of your own. Carefully chosen, these return questions can help lead to a sale. For example, instead of answering the question, "Does this come in black?" with merely an affirmative, you could say, "Would you like it in black?"
· Free trials often lead directly to sales. In sales-speak, this approach is sometimes called the "
Free trials often lead directly to sales. In sales-speak, this approach is sometimes called the "puppy-dog" close, because it's reminiscent of the attachment children develop to a puppy after keeping it overnight. This strategy works well for all sorts of businesses and appears frequently in magazine subscriptions, where you can receive one month for free; Internet services, where there are often free 30-day memberships; and car sales, where potential buyers are offered test drives.
Suggest specific terms. Rather than asking whether your prospect wants to buy, suggest a specific buying scenario and then ask if your customer agrees to it. For example, "We can ship 150 units on Tuesday for $1,000. Do you want us to do that?" addresses three separate questions: the number of units to be shipped, the price of the shipment, and time it will be sent out. If your prospect is uncomfortable with any of the specifics — for example, he wants shipment on Monday — he will say so. You've offered him a chance to let you make decisions about details that otherwise would delay a sale. But be sure you know enough about your customers' needs to make reasonable suggestions. Otherwise you'll sound ignorant and pushy.

1. Why is closing the sale so important? Be detailed!!

2. Explain what kinds of things salespeople have done in the past that helped you make a buying decision.

3. What do you think is the most important thing you can do as a salesperson to inusre you close a sale?? Think it through because I have given you the answer to this in the past.

Whe do Products Fail so Often

In our free marketing economy we have the right to start our own business and make a profit. We also have the right fail and loose money. Sometimes we fail because we don't listen to our customers. It is estimated that up to 80% of new product introductions fail. Read the excerpts below and answer the questions as comment posts.








Product Failure #1 - McDonald's Arch Deluxe In an effort to class up the McDonald's brand, the company created the Arch Deluxe, a product marketed towards adults with more sophisticated palates. Just one problem -- people don't go to McDonald's for sophistication.



1. Explain why you think this new product failed.







2. As a Marketer what would you have done to try and make this a success?











Product Failure #2 - Betamax Video Recorder The Sony Betamax VCR hit stores in 1975. A year later, Sony's rival released another video recorder -- the VHS. By early 1977, four other companies were selling VHS machines. Meanwhile, Sony chose not to license Betamax technology. Because the two formats were incompatible, consumers had to choose between the two.

1. Why do you think this product failed?

2. Sony could have done something very simple to make this new product successful. What do you think that is??

Papa John's Entrepreneurial Spirt

Read the press release below and answer the questions as comment posts.

Super Bowl, Super Offer: Papa John's to Give America Free Pizza If Super Bowl XLV Goes into Overtime


First Super Bowl to be Played Under New Postseason Overtime Rules May Be First to Deliver Free Pizza

Dallas Cowboys Wide Receiver Miles Austin Serves as Spokesperson

LOUISVILLE, Ky.--(BUSINESS WIRE)-- No Super Bowl has ever gone into overtime. And no pizza company has ever called such a bold play: Papa John's, the Official Pizza of the NFL and Super Bowl XLV, announced today that it is offering a free large pizza to everyone in America if Super Bowl XLV, to be played on Feb. 6 in North Texas, goes into overtime.

"The Super Bowl is the largest stage in all of sports, and being the Official Pizza Sponsor of Super Bowl XLV, there's no better event or day to serve as a platform for our largest offer ever," said Andrew Varga, Papa John's chief marketing officer. "We're going to be working overtime Super Bowl Sunday to make sure our customers have a great day with the highest-quality pizza, and we're hoping for an unprecedented overtime so that we can deliver on this offer for America."

To be eligible for a free large, up to three-topping pizza if Super Bowl XLV goes into overtime, all consumers need to do is register for Papa John's online customer loyalty program, Papa Points, at www.papajohns.com any time now until 11:59 pm ET Saturday, Feb. 5, 2011. Then if Super Bowl XLV goes into overtime, the free pizza will be awarded to all Papa Points enrollees Monday, Feb. 7 in the form of 25 Papa Points — the amount of points needed to redeem a large up to three-topping pizza. Consumers can redeem the 25 Papa Points for the free pizza anytime through June 30, 2011.

Overtime has more significance than ever this postseason. Prior to the 2010 season, the NFL adopted a modified sudden death format only for the postseason. Each team now has the opportunity to possess the ball at least once in the extra quarter unless the team that receives the overtime kickoff scores a touchdown on its first possession.

Papa John's fan and Dallas Cowboys wide receiver Miles Austin knows first-hand the excitement of NFL overtime. Austin, who is serving as spokesperson for Papa John's Super Bowl XLV overtime offer, set a Cowboys single-game record of 250 yards receiving in his first NFL start ever in 2009, including a 60-yard touchdown reception in overtime to beat Kansas City.

"As a Dallas Cowboy I know everything is bigger in Texas, and this offer certainly fits that criteria. I'll be leading the cheers for Super Bowl XLV to go in overtime, so I can win a free large, three-topping pizza from Papa John's along with everyone in America," Austin said.

A total of 27 postseason NFL games have gone into overtime, starting with the 1958 NFL Championship. While none of the 10 playoff games this season went into overtime, two post-season games were decided in overtime in 2010, including the NFC Championship when New Orleans defeated Green Bay 31-28 and went on to win Super Bowl XLIV.

Both Green Bay and Pittsburgh have experience in playoff overtimes: Green Bay is 2-3, and Pittsburgh is 2-2 in postseason overtime games.

Papa John's is the only national pizza chain to offer a customer loyalty program. Once registered in Papa Points at www.papajohns.com, customers earn one point for every $5 spent online. When customers accumulate 25 points, they receive a promo code for free pizza with an online purchase from Papa John's. It's that simple.

Papa John's is in the first year of a multi-year sponsorship with the NFL and Papa John's is also the Official Pizza of the Arizona Cardinals, Atlanta Falcons, Baltimore Ravens, Dallas Cowboys, Houston Texans, Indianapolis Colts, Miami Dolphins, New York Giants, New York Jets, Philadelphia Eagles, Seattle Seahawks, St. Louis Rams, Tennessee Titans and Washington Redskins.

Headquartered in Louisville, Kentucky, Papa John's International, Inc. (NASDAQ: PZZA) is the world's third largest pizza company. For 10 of the past 11 years, consumers have rated Papa John's No. 1 in customer satisfaction among all national pizza chains in the American Customer Satisfaction Index (ACSI). Papa John's also was honored by Restaurants & Institutions Magazine (R&I) with the 2009 Gold Award for Consumers' Choice in Chains in the pizza segment. Papa John's is the Official Pizza Sponsor of the National Football League and Super Bowl XLV, XLVI and XLVII. For more information about the company or to order pizza online, visit Papa John's at www.papajohns.com.

© 2011 NFL Properties LLC. Team names/logos/indicia are trademarks of the teams indicated. All other NFL-related trademarks are trademarks of the National Football League.

Miles Austin's participation was scheduled by NFL PLAYERS, the marketing and licensing subsidiary of the NFL Players Association.



Papa John's International, Inc.
Tish Muldoon, 502-261-4987
Senior Director, Public Relations
tish_muldoon@papajohns.com

Source: Papa John's International, Inc.

News Provided by Acquire Media

1. Do you think this is an example of a business/person being Entrepreneurial?  Explain your answer!!!



2. What are the potential risks for Papa John's with this promotion?




3. Is this promotion an example of mass marketing or target marketing?   Explain your answer!!




4. Lastly give your opinion on whether you think this is a good marketing technique or not?

Target Marketing and The Marketing Mix

Click the target marketing picture to the right and watch the video.

Respond with a comment/answers to the questions below:

1. What do you think the presenter means by the term media?

2. Give me an example of when you think you have been target marketed to?

3. If you had a business on Salem St. downtown how would you market to the local citizens of Apex?

Spending and The Super Bowl

Read the press release below and answer the questions below as  comments.

For Immediate Release


Kathy Grannis (202) 783-7971

grannisk@nrf.com


Super Bowl Equals Party Time, According to RAMA Survey

-Spending Expected to Reach $10.1 Billion-
Washington, January 25, 2011 – Football fans have had the date circled for months now, and with Super Bowl Sunday fast approaching, more people than ever will celebrate the big game. According to a new survey by the Retail Advertising and Marketing Association, conducted by BIGresearch, the average consumer is expected to spend $59.33 on game-related merchandise, apparel and snacks, up from $52.63 last year. Total Super Bowl spending is expected to reach $10.1 billion.*



Of the 171 million people who will watch the game, the most in the survey’s history, nearly 34.9 million (15.0%) are planning to throw their own party, up from last year’s 31.6 million, and another 61.2 million (26.3%) plan to attend a party, also up from the 58.8 million who said they would go to a party in 2010.



“Getting friends and family together for a party is a great way to watch the Super Bowl, and with all of the planning and preparation that goes into throwing a good party, retailers have cause for celebration too,” said Mike Gatti, Executive Director, RAMA. “Consumers hoping to wow their friends and family with a new HDTV should act fast as this is one of the most popular times of the year to buy new televisions.”



Further good news for retailers is that of those who plan on watching the game, at least 4.5 million (4.5%) will take advantage of retailers’ promotions and buy a new television, compared to the 3.6 million who said they would last year, and the 2.7 million who said they would in 2009.



Grocery, apparel, electronic, sporting goods and home furnishing stores can expect to see their share of Super Bowl related spending as sports fans head out to buy food and beverages (69.5%), team apparel or accessories (7.3%), decorations (6.0%), and furniture or a new entertainment center (2.0%).





Of the millions of people planning to tune in on February 6, nearly half (47.0%) say the game itself is the most important part. Over one-quarter (25.8%) watch for the commercials, 19.5 percent enjoy getting together with friends, and 7.7 percent say the half time performances are most important.



“With millions of people getting together to watch the game every year, advertisers plan and prepare meticulously for this annual opportunity to reach and engage viewers with bolder and more effective ways,” said Phil Rist, Executive Vice President, Strategic Initiatives, BIGresearch. “With over a quarter of viewers saying the commercials are the most important part, it’s clear the Super Bowl isn’t just about football.”



As for the entire game-watching experience, nearly three-quarters (74.9%) of viewers say they see the commercials as entertainment. Some viewers aren’t as keen though, with 17.0 percent saying advertisers should save their money and pass along savings to shoppers and 9.5 percent saying it makes the game last too long.



The survey found 17.4 percent admit the commercials make them aware of the advertisers’ brand. Another 7.7 percent say the commercials influence them to buy products from advertisers.



The survey also found that young adults are more likely to be influenced by commercials, with 15.4 percent of 18-24 year-old viewers agreeing that the commercials influence them to buy products from the advertisers. Among other age groups, the numbers drop, with 11.0 percent of 25-34 year-olds, 7.3 percent of 35-44 year-olds, 5.7 percent of 45-54 year-olds and a 5.5 percent of 55-64 year-olds saying they are influenced by the ads.

1. What is the total spending expected on the Super Bowl this year?




2. How many people are expected to watch the game?



3. How may people are expected to buy a new television?



4. Over half of the people planning on tuning in say the game itself is the most important part. What percentage watch for the commercials?



5. What group is most likely to be influenced by the commercials?



6. Are you planning on watching the Super Bowl? Do you watch it for the game or the commercials?