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