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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
Background information on the sponsor
D
Sample products
2) An experienced salesperson knows that objections may occur:
A
at any time
B
when following up
C
During the pre-approach.
D
When creating a sponsorship package
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
event definition
B
obligation
C
terms
D
benefits
5) What should the salesperson do to be sure the customer is ready to close the sale?
A
Review your notes
B
Look for buying signals
C
Research your customer
D
Try to shake hands
6) Luxury boxes, access to celebrities and VIP passes are components of the:
A
Employee Discounts
B
Exclusion packages
C
Sponsorship packages
D
Merchandise Inventory
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
Locate potential sponsors
B
Select promotional items
C
Determine the audience
D
Establish a partnership with the sponsor
9) The FIRST step in the sales process is:
A
Cold calling
B
Pre-approach
C
Approach.
D
Canvassing
10) The final phase in the sales process is:
A
suggestion selling
B
closing the sale
C
determining needs
D
follow up
*select an answer for all questions
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