The chapter discusses several types of inventory that can be monetized

The chapter discusses several types of inventory that can be monetized

1. The chapter discusses several types of inventory that can be monetized. Choose a segment of the industry (e.g., intercollegiate athletics, professional sport, community recreation, or fitness) and describe all the types of inventory that can be sold. For example, in professional sport you may include tickets and hospitality, promotions, and others. For each type of inventory (e.g., tickets and hospitality) write a short paragraph that explains the inventory.

2. Read the section Characteristics of Effective Salespeople, or Revenue Generators and pay specific attention to Mayer and Greenberg’s (1964) idea that a good salesperson must have at least two basic qualities—empathy and ego drive. How did Mayer and Greenberg define each of these qualities? Based on these definitions, type up a one-page document with three paragraphs. In the first paragraph, describe one scenario in your life when you exhibited empathy. In the second paragraph, describe a scenario when you exhibited ego drive. In the final paragraph, explain how these two scenarios can help you to become an effective salesperson.

3. In the section Importance of Influence and Persuasion, Cialdini (2007) suggests that six fundamental principles direct human behavior: consistency, reciprocation, social proof, authority, liking, and scarcity. Read about each of these principles and describe two or three examples that can apply to any combination of the different principles.

 

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The chapter discusses several types of inventory that can be monetized

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