| A | B |
|---|
| sponsorship pkg. | VIP passes |
| sponsonr benefits | what sponsor will be receiving |
| secure sponsorship | establish partnership |
| make initial presentation - next? | follow-up |
| Clauses in sponsorship agreement | Event definition and sponsor benefits |
| To ID potential sponsors | review trade journals |
| close a sponsorship deal | get a signature |
| defines the event | event definition |
| signage-entertainment-merchandise rights | listed in sponsorship agreement |
| Is customer ready to close the deal? | Look for buying signals |
| get discounted ticket with proof of purchase | leveraging |
| helmet has extra padding for protection | feature benefits |
| length of agreement | term |
| use phone book to find potential sponsors | cold-canvassing (cold-calling) |
| Pepsi is the only sponsor of event | exclusivity |
| listen-acknowledge-restate-answer | 4 steps in handling objections |
| access to celebrities | included under entertainment |
| Final step to securing sponsor | Form partnership |
| Making cold calls | Trying to ID decision-makers |
| Natl Car Rental offers discounted weekly rate | leveraging |
