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SEM II 6.02 Part C
Test Description: How to secure sponsorships
Instructions: Answer all questions to get your test result.
1) After a meeting has been arranged with a potential sponsor, the sponsee should collect:
A
Sample products
B
Information related to insurance needs
C
Sample data
D
Background information on the sponsor
2) An experienced salesperson knows that objections may occur:
A
During the pre-approach.
B
When creating a sponsorship package
C
when following up
D
at any time
3) Listen, acknowledge, restate, and answer are the four steps in:
A
Determining needs
B
Closing the sale
C
Handling objections.
D
Suggestion selling.
4) The length of an agreement and the financial obligation are part of the:
A
terms
B
event definition
C
benefits
D
obligation
5) What should the salesperson do to be sure the customer is ready to close the sale?
A
Try to shake hands
B
Research your customer
C
Review your notes
D
Look for buying signals
6) Luxury boxes, access to celebrities and VIP passes are components of the:
A
Merchandise Inventory
B
Sponsorship packages
C
Exclusion packages
D
Employee Discounts
7) Clauses in the sponsorship agreement include:
A
Insurance and contact information
B
Copyright and privacy laws
C
Stages of the product life cycle
D
Event definition and sponsor benefits
8) The FINAL step in securing a sponsor is to:
A
Determine the audience
B
Establish a partnership with the sponsor
C
Locate potential sponsors
D
Select promotional items
9) The FIRST step in the sales process is:
A
Pre-approach
B
Approach.
C
Canvassing
D
Cold calling
10) The final phase in the sales process is:
A
follow up
B
determining needs
C
suggestion selling
D
closing the sale
*select an answer for all questions
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