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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
leveraging
B
branding
C
bargaining
D
hosting
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
signage
B
In-kind
C
Exclusivity
D
Inclusion
3) Access to celebrities, luxury boxes and VIP passes are which types of benefits included in the sponsorship agreement?
A
exclusivity
B
media
C
signage
D
entertainment
4) After making an initial presentation to a potential sponsor you should always:
A
follow up
B
review your notes
C
play games on the computer during class
D
decide on a sponsor
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
decision maker
C
number of employees
D
gross sales
6) National Car Rental offering patrons a discounted weekly rate when using their VISA card is an example of:
A
determining needs
B
partnering
C
canvassing
D
leveraging
7) NASCAR offering fans a $2 discount on ticket prices with a Coca-Cola product proof of purchase is an example of:
A
exclusivity
B
boosting
C
leveraging
D
sampling
8) Arriving early, dressing professionally, and giving a firm handshake is done during which phase of the sales process?
A
approach
B
handling objections
C
follow up
D
pre-approach
9) Focusing on the sponsors’ benefits and getting the sponsors involved occurs during which phase of the sales process?
A
Handling objections
B
Feature benefit presentation
C
pre-approach
D
approach
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
cold canvassing
B
leveraging
C
follow up
D
endless chain
*select an answer for all questions
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