SEM II Unit 2 Review

An important part of negotiating a sport/event sponsorship contract involves both the sport/event and the
sponsor agreeing on the

• date and time of the sport/event.
• fee and payment schedule.
• size and interest of the audience.
• cost of planning and production.

A sponsorship agreement between a sport team and a local business should

• benefit both parties.
• provide tangible rewards.
• guarantee results.
• include third-party input.

When preparing a sponsorship agreement, it is important for the sport/event to include detailed information
concerning the sponsor's

• marketing rights.
• selling policies.
• financing sources.
• hiring practices.

An event organizer is most likely to receive grant or foundation funding if the event

• benefits the community.
• has national media coverage.
• includes celebrity appearances.
• appeals to a large target market.

Three days after presenting a sponsorship proposal to Kula-Kola Beverage Company, Caitlin calls the
company's president and asks her/him if s/he has any questions or concerns about the proposal. What selling
activity is Caitlin performing?

• She is communicating sponsorship benefits.
• She is upselling the level of sponsorship.
• She is following up with the potential client.
• She is negotiating terms with a vendor.

Because a prospective sponsor may have questions about the sponsorship proposal, an event organizer should
plan to

• reinforce important deadlines.
• conduct follow-up activities.
• evaluate sponsorship activities.
• discuss sponsorship benefits.

A sport/event planner contacting a local business about supporting an upcoming tennis tournament is an
example of following up with potential

• participants.
• corporate sponsors.
• paying customers.
• spectators.

To obtain operating funds, a not-for-profit sport camp for underprivileged children might seek

• grant or foundation monies.
• celebrity endorsements.
• capital-improvement loans.
• tax refunds from the community.

What do amateur sport organizations often solicit in order to be able to operate?

• Grant money
• Media coverage
• Free publicity
• Playing time

Immediately following a meeting with a potential event sponsor, an event organizer should

• adjust the pricing options in order to obtain the sale.
• fax a copy of the proposal to the decision maker.
• ask the meeting participants for sponsorship referrals.
• send a thank-you card to each of the meeting participants.