| A | B |
|---|
| Prior to meeting with potential sponsor | Research company's background |
| Arriving Early | Approach |
| Dressing professionally | Part of approach |
| Firm handshake | One part of the approach |
| Getting potential sponsors involved in presentation | Feature benefit presentation |
| Objections to sales transaction | May occur any time |
| Final phase of sales process | follow-up |
| One type of follow-up | survey |
| To identify potential sponsor for an event? | What company has sponsored a similar event |
| luxury boxes | part of sponsorship package |
| sponsorship pkg. may include | air fare |
