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| A primary reason that sports or event marketers sell advertising space in their programs is to obtain which goal? | generate revenue |
| Rachel is selling program advertisements for a marching band competition that her high school is hosting. Which sales prospect is most likely to purchase ad space in the program? | Local music shop |
| To increase revenue, professional baseball and football teams often sell advertising that appears on or in which form? | The back of tickets |
| To sell advertising space in an event program, which is the first action Kyle should do? | Develop a list of local businesses to contact |
| When selling advertising space in sports or event programs, it is important for marketers to give their customers which component? | Advertisement specifications |
| Camille is developing a rate card for advertising space in her school’s yearbook. Which layout is the most expensive for advertisers to purchase? | Half of a page four-color |
| A charity organization is holding a fundraising event in New York. The event will include a dinner prepared by the chef of a five-star restaurant and an upscale style show. To generate interest, the event organizers plan to have a celebrity serve as master of ceremonies for the event. Who would be the most appropriate person to fulfill this role? | Bella Marie, a well-known international fashion model |
| After event organizers released information to the press that a well-known country singer will be performing at an upcoming fundraiser, the ticket sales for the event increased dramatically. This situation exemplifies how a celebrity appearance can cause which response? | Stimulate interest in an event |
| Which is an example of a business using a celebrity’s appearance to attract customers to an event? | A rock star signs copies of his or her latest CD at the grand opening of a store. |
| When making appearances at special events, a well-known rock star asks that the event organizer pay for the air travel, lodging, and meals for his or her band and back-up singers. These requirements are examples of which components of a contract? | Rider terms |
| Author Randall McPeak’s new thriller, Race to the End of Time, was recently released. McPeak’s publisher arranged for him to do book signings and readings at several bookstores across the country. The bookstores are most likely to experience which advantage due to the author’s appearances? | Their sales will likely increase. |
| What do professional sports teams design for use during games that often become promotional tools because fans take them home? | Programs |
| When a sports organization employee creates a promotional script for a sports announcer to read during a pregame award ceremony, the employee should do which action? | Identify name pronunciations that might be difficult to read |
| Which event do organizers often include to add interest and excitement? | Celebrity appearance |
| The purpose of designing an event program that contains space for advertisements is to accomplish which goal? | Generate more revenue |
| What is a primary consideration for fans who are attending a professional football game in a large city? | Availability of parking space |
| Which factor is most likely to discourage people from returning to the annual fireworks show that attracts hundreds of thousands of people to the downtown area? | Traffic |
| When attending a sporting event, most fans expect that the facility will provide which experience? | A safe environment |
| A stadium designed with more female bathrooms than male ones is responding to which customer expectation? | Adequate facilities |
| How do sponsors typically use signage at sports events? | As promotional tools |
| Which is the advantage to a business of placing signage on the outfield stadium wall during a televised professional baseball game? | Increases brand awareness |
| To obtain the most exposure during a sporting event, the best logo placement opportunity for businesses is on which placement option? | Race cars |
| A soft drink manufacturer is a sponsor for a professional baseball team. Which signage placement options would provide the most exposure to the products of the manufacturer? | Interior wall of the outfield |
| Placing messages and team logos on electronic boards in a stadium is an example of selecting which component? | Event signage |
| Wintergreen Ski Area knows that the area will be most successful if it bases its pricing structure on which situation? | What the market will bear |
| Ticket prices for the World Series increase dramatically, but all the games still sell out. The price change had little to no impact on sales. This is an example of which demand? | Inelastic |
| Which is a tangible benefit of purchasing a surfboard? | It has a wrist strap to keep it connected to you in the water. |
| To attract visitors at different times of the year when the demand is typically low, an amusement park charges less money for admission. What pricing strategy does this situation exemplify? | Seasonal pricing |
| Yield management is a way that sports or event marketers address product pricing issues when they want to maximize revenue but may experience which situation? | Limited capacity |
| Which pricing strategy sets prices lower than those of the competition? | Penetration |
| Which is a company-focused pricing objective for sports or event products? | Enhancing image |
| In sports and entertainment marketing, the concept of price includes the cost of a ticket to an event and also which feature? | Value of the overall experience |
| When prices go up or down, the change can affect how much of the sports or event product customers purchase. This is an example of which activity? | Elasticity |
| Why might a sports or an event organization price entry fees for a marathon below the normal rate? | To encourage maximum participation |
| The additional cost of paying for parking and buying refreshments and programs make of which overall part of attending a concert? | Price |
| Brian needs to generate some out-of-the-box sales promotion ideas for an upcoming tennis tournament. He is unsure of how to start, but he does know that the tournament’s marketers want to reach the 18-to-35-year-old crowd. How is Brian prepared for inspiration? | He knows his target market |
| When a person ask, “How will my customers receive this sales promotion?” which step in the process of generating “out-of-the-box” sales promotion ideas are they doing? | Determine delivery |
| Which is a consideration when implementing a ticket sales campaign? | Immediate accessibility |
| Which is one of the features of a sports event such as a football game? | Unpredictable |
| Sales promotion is a major part of sports or event marketing due to which situation? | The industry is so highly competitive |
| What should one understand first when setting out to develop “out-of-the-box” sales promotion ideas for one’s game or event? | There is no particular source or technique |
| Which is one of the main features of a sport product? | Athletes |
| When writing a script for a sales presentation, a salesperson should use language that has which features? | Positive, precise, and pertinent |
| When preparing for a sales presentation, a salesperson decides to greet a prospective customer by asking if she would like to save money on office supplies. This is often called which type of approach? | Customer benefit |
| In planning to make calls, the salesperson focuses on learning more about which component? | Customer |
| When customizing a presentation, the salesperson determines the needs of a prospect by developing which component? | Customer profile |
| What is a step in the sales presentation process that salespeople should prepare for in advance? | Approach |
| When preparing handouts for a sales presentation, it is important for a salesperson to know what about the audience? | Size |
| What is the purpose of scripts for salespeople while they are presenting? | Jog their memory during a presentation |
| A sports marketer has developed a sales packet that contains a team brochure, schedule, and a season ticket application. Why should all of the materials have the same basic appearance? | To indicate that the materials are all from one organization |
| Why should salespeople create favorable impressions during the initial contact with sports or event customers? | First impressions are difficult to change |
| Which selling option is one that sports or event marketers are most likely to use to reach individual season ticket holders? | Direct mail |
| To develop long-term relationships with fans, professional sports teams should do which activity? | Build emotional connections with them |
| When is a lottery system an equitable way of selling tickets to school alumni during the demand for college football tickets? | If the demand is higher than the available supply |
| How can sports or event marketers establish positive relationships with their customers or clients? | Communicate specific benefits |
| What is a benefit of establishing good relationships with sports or event customers and fans? | Long-term loyalty |
