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Sales
Management
27 November 2013
The establishment and
supervision of procedures, platforms and transaction processes for all the
on-site, remote and electronic sales activities connected with the event
project, such as ticketing operations, concessions and other retail endeavors,
to achieve profit expectations.
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Major Functions |
Performance Elements |
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Business Plan Objectives |
Determine income and sales
requirements
Establish appropriate pricing structures
Employ inventory and yield management tactics
Use incentives to encourage desired outcomes |
|
Direct Sales Activities |
Prepare appropriate
offers for potential
customers
Qualify leads, conduct sales calls, and participate in events
Manage
registration and ticket sales
operations
Determine and direct food and merchandise concessions |
|
Sales Tools and Tactics |
Define and utilize all
selling opportunity
points
Understand and employ lead retrieval systems
Conduct consultative and upselling practices
Identify and employ inducements to influence
sales |
|
Sales Platforms |
Determine and coordinate on-site sales activities
Identify and employ e-commerce technology as appropriate
Establish parameters for authorized external sales
outlets
Control unauthorized on-site or remote sales activities |
|
Transaction Procedures |
Identify and obtain
necessary processing
equipment
Implement appropriate cash handling procedures
Determine and integrate discount, coupon, and refund
procedures
Establish and ensure high customer service levels |
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