WF Lap 127 Make the Match Post Test
1. Which of the following would occur first in the process of selling sport/event sponsorships:
a. Create a standard set of sponsorship packages for your organization.
b. Determine what your organization needs to gain from the sponsorships.
c. Seek potential sponsors who can offer you value in kind (VIK).
d. Determine the dollar amount you expect potential sponsors to commit in exploitation.
2. Which of the following is a reason that sport/event organizations enter into partnerships with
sponsors: (2 points)
a. Fees c. Product positioning
b. Relationship marketing d. Exclusivity
3. Your hockey team receives free skates from Nike as part of Nike’s payment of its sponsorship
fee. This arrangement is known as (2 points)
a. value in kind (VIK). c. relationship marketing.
b. exploitation. d. exclusivity.
4. Your sport/event organization just entered into a sponsorship agreement with MasterCard.
Now MasterCard is running a nationwide ad campaign that’s centered on your big event. This
promotion is known as (2 points)
a. title sponsorship. c. value in kind (VIK).
b. exploitation. d. product positioning.
5. Which of the following is a reason that sponsors enter into partnerships with sport/eventorganizations:
a. Nonexclusivityc. Sales
b. Sponsorship clutter d. Fees
6. To create or maintain a certain image, companies sponsor sport/event organizations that display
characteristics they want consumers to associate with their products. This is one way ofenhancing
a. relationship marketing. c. sales and sampling opportunities.
b. exclusivity. d. public relations.
7. Dell Inc. wants to bring potential clients to your games to enjoy an evening out and, hopefully,
to make some sales. You offer the company its own private suite as part of its sponsorship deal.
You are helping Dell enhance (2 points)
a. relationship marketing. c. fundraising opportunities.
b. product positioning. d. public relations.
8. Since you have a sponsorship agreement with Lay’s Potato Chips, you sell its brand at your concession
stands. This is an example of (2 points)
a. product positioning. c. fundraising opportunities.
b. “ownership.”d. hospitality opportunities.
9. Bank of America is the only bank affiliated with your sport/event organization. This benefit iscalled
a. value in kind (VIK).c. “ownership.”
b. exclusivity. d. presenting sponsorship.
10. Taco Bell doesn’t want its message to get lost among the messages of your team’s other sponsors,
so you offer to name the pre-game show “The Taco Bell Pre-Game Report.” This benefit iscalled
a. exclusivity. c. sales and sampling opportunities.
b. “ownership.”d. fundraising opportunities.
11. After you know what your organization needs from sponsors and exactly what you have to
offer in terms of benefits, what is the next step in the sponsorship sales process? (2 points)
a. Present sponsorship opportunity.
b. Revise the proposal.
c. Research and target potential sponsors.
d. Tailor sponsorship package for specific sponsor.
12. Which of the following is an example of title sponsorship: (2 points)
a. The Heisman Trophy presented by Suzuki
b. Yahoo!, official Internet provider for the NHL
c. Little League Team B, sponsored by Pokey’s Pizza
d. The Delta Air Lines New Year’s Eve Gala
13. What is the best way to present your proposal to potential sponsor companies? (2 points)
a. In person c. Over the phone
b. Through the mail d. Via teleconference
14. Which of the following is the first step in a sponsorship presentation: (2 points)
a. Explain how the prospective sponsor can get involved.
b. Create interest in your organization or event.
c. Create interest in the sponsorship opportunity.
d. Give event details.
15. Which of the following is a good way to create interest during your sponsorship presentation:
a. Emphasize tangible components rather than benefits.
b. Ask for the sale right away.
c. Provide demographic characteristics of your fan base.
d. Avoid using quotes or statistics.
16. What is the best way to present event details to a potential sponsor? (2 points)
a. Avoid “bragging.” c. Move around the room constantly.
b. Speak as fast as possible. d. Use visual aids.
17. In which of the following steps of the sponsorship presentation process do you present the
package you have specifically tailored to the potential sponsor’s needs: (2 points)
a. Create interest in your organization or event.
b. Create interest in the sponsorship opportunity.
c. Explain how the prospective sponsor can get involved.
d. Ask for the sale.
18. When explaining how a potential sponsor can get involved with your sport/event organization,
it’s important to emphasize (2 points)
a. benefits. c. statistics.
b. tangible components. d. value in kind (VIK).
19. At the end of your presentation, if the decision makers aren’t ready to make a decision, what
should you tell them? (2 points)
a. They must make a decision because you have other potential sponsors waiting.
b. You can repeat the presentation for them if they’d like you to.
c. You’re sorry for wasting their time.
d. You’re willing to change the proposal to better suit their needs.
20. The packet of information that you leave behind after your verbal sponsorship presentation
should (2 points)
a. always include a video.
b. never include a video.
c. cover every piece of information from your presentation.
d. restate only the highlights of your presentation.
21. Never take a sponsorship presentation past ______minutes. (2 points)
a. 30c. 20
b. 45 d. 35
22. Which of the following is an ideal gift to give decision makers at a sponsorship presentation:
a. Tickets c. CD player
b. Money d. T-shirt
23. If the decision makers ask you a question you can’t answer, you should (2 points)
a. try to make the question seem unimportant.
b. tell them you’ll get back to them within one business day.
c. make up an answer on the spot.
d. call your boss on your cell phone.
24. When presenting your revised proposal, you should (2 points)
a. avoid asking for the sale.
b. refuse to answer any more questions.
c. only go over the parts you’ve changed.
d. go over the entire presentation again.
25. If your potential sponsor is ready to say yes to your proposal, you should (2 points)
a. immediately cancel appointments with other potential sponsors in the same category.
b. send a letter of agreement summarizing the proposal.
c. draft the agreement on the spot.
d. begin contract negotiations yourself.