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SEM II 6.02 Part A
Test Description: How to secure sponsorships
Instructions: Answer all questions to get your test result.
1) Companies such as GMC and Exxon who join together to create a special deal for customers when both companies are patronized are involved in:
A
branding
B
bargaining
C
hosting
D
leveraging
2) Pepsi is the only official carbonated beverage of the Atlantic Coast Conference. This is a benefit included in the sponsorship agreement known as:
A
Inclusion
B
Exclusivity
C
signage
D
In-kind
3) Access to celebrities, luxury boxes and VIP passes are which types of benefits included in the sponsorship agreement?
A
exclusivity
B
entertainment
C
signage
D
media
4) After making an initial presentation to a potential sponsor you should always:
A
review your notes
B
decide on a sponsor
C
play games on the computer during class
D
follow up
5) Roy cold calls retailers within his city asking for the name of the store managers. Roy is attempting to identify the:
A
shift supervisor
B
gross sales
C
decision maker
D
number of employees
6) National Car Rental offering patrons a discounted weekly rate when using their VISA card is an example of:
A
leveraging
B
partnering
C
canvassing
D
determining needs
7) NASCAR offering fans a $2 discount on ticket prices with a Coca-Cola product proof of purchase is an example of:
A
sampling
B
boosting
C
exclusivity
D
leveraging
8) Arriving early, dressing professionally, and giving a firm handshake is done during which phase of the sales process?
A
pre-approach
B
handling objections
C
follow up
D
approach
9) Focusing on the sponsors’ benefits and getting the sponsors involved occurs during which phase of the sales process?
A
pre-approach
B
Handling objections
C
approach
D
Feature benefit presentation
10) Tony is trying to make contact with potential sponsors. He is using a phone book to call businesses. Which method is Tony using?
A
follow up
B
leveraging
C
endless chain
D
cold canvassing
*select an answer for all questions
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