©THEBRIGHTSTARS 2024
SPMT 217 Unit 4 Exam Questions With
Correct Answers.
Perhaps no avenue within the sport industry holds more job opportunities, particularly at the
entry level, than the following: - answer✔✔Sales
Sales in the sport industry have shifted from - answer✔✔A product-oriented approach to a
consumer-oriented approach
Today, there is a much higher level of sophistication and understanding of the sales process and
its importance to the overall success of any sport organization due to - answer✔✔The influx of
professionally trained sport marketers
The continued evolution of sport management and marketing as a scientific discipline
The ever-increasing competition for the consumer's entertainment dollar
>>>All of the above<<<
In 2003, the average cost of tickets for a family of four to attend a professional sport game was
lowest in which league? - answer✔✔Baseball (MLB)
When a sport organization wants to minimize expenses and reach only those people the
organization wants to reach, they should use which sales method? - answer✔✔Direct mail
solicitations
When incorporating the sport organization's database and a personal approach is needed in the
sales process, the sport organization should utilize which sales method? - answer✔✔Personal
selling
The "escalator concept" is used when the sport organization is participating in - answer✔✔Up-
selling
According to Mark McCormack, what is one of the most important assets a salesman can have? -
answer✔✔An awareness of when you are imposing
Successful salespeople are born that way; people cannot acquire the skills through training or
experience. - answer✔✔FALSE
, ©THEBRIGHTSTARS 2024
Only minor league professional teams need to be concerned about creating new inventory to sell.
Major league professional teams sell themselves. - answer✔✔FALSE
When the Dayton Dragons opened the gates of their new field in April 2000, which featured
what the team dubbed the "world's largest outdoor billboard," they were using the strategy of -
answer✔✔Dominant identity
The continuing influx of new sport leagues, teams, and events has created - answer✔✔More and
more options for companies large and small to engage in sport sponsorship
The growing need for sport organizations to think outside the box
The increasingly competitive sport marketplace for sponsorship dollars
>>>All of the above<<<
The "2-2-1 Plan" instituted by Major League Baseball and its baseball commissioner Peter
Ueberroth did which of the following? - answer✔✔Required companies to commit $2 million in
advertising, $2 million in promotional spending, and $1 million in cash or in-kind fees annually
Required all sponsors to commit to MLB for no less than three years
Reasons for the tremendous growth in sport sponsorship over the past two decades include -
answer✔✔The commercial success of the Los Angeles Olympics
The increased media interest in sport
Sponsorship being viewed as a way for companies to break through the clutter of traditional
advertising
>>>All of the above<<<
Return on investment (ROI) in the sport sponsorship world is defined as - answer✔✔Meeting the
company's specific marketing and sales objectives in some measurable way
Sales promotions may be aimed at - answer✔✔Increasing brand awareness
Broadening the sales distribution channels for a company's product or service
Getting new consumers to sample a company's product or service
>>>All of the above<<<
Post cereals activated its MLB sponsorship by offering consumers a free MLB-themed CD
attached to the packaging itself for consumers who purchased the specially marked boxes. This is
an example of what type of promotion? - answer✔✔Premium
One of the most effective sales promotion tools often used with a new product to induce
consumers to try a product is - answer✔✔Sampling
SPMT 217 Unit 4 Exam Questions With
Correct Answers.
Perhaps no avenue within the sport industry holds more job opportunities, particularly at the
entry level, than the following: - answer✔✔Sales
Sales in the sport industry have shifted from - answer✔✔A product-oriented approach to a
consumer-oriented approach
Today, there is a much higher level of sophistication and understanding of the sales process and
its importance to the overall success of any sport organization due to - answer✔✔The influx of
professionally trained sport marketers
The continued evolution of sport management and marketing as a scientific discipline
The ever-increasing competition for the consumer's entertainment dollar
>>>All of the above<<<
In 2003, the average cost of tickets for a family of four to attend a professional sport game was
lowest in which league? - answer✔✔Baseball (MLB)
When a sport organization wants to minimize expenses and reach only those people the
organization wants to reach, they should use which sales method? - answer✔✔Direct mail
solicitations
When incorporating the sport organization's database and a personal approach is needed in the
sales process, the sport organization should utilize which sales method? - answer✔✔Personal
selling
The "escalator concept" is used when the sport organization is participating in - answer✔✔Up-
selling
According to Mark McCormack, what is one of the most important assets a salesman can have? -
answer✔✔An awareness of when you are imposing
Successful salespeople are born that way; people cannot acquire the skills through training or
experience. - answer✔✔FALSE
, ©THEBRIGHTSTARS 2024
Only minor league professional teams need to be concerned about creating new inventory to sell.
Major league professional teams sell themselves. - answer✔✔FALSE
When the Dayton Dragons opened the gates of their new field in April 2000, which featured
what the team dubbed the "world's largest outdoor billboard," they were using the strategy of -
answer✔✔Dominant identity
The continuing influx of new sport leagues, teams, and events has created - answer✔✔More and
more options for companies large and small to engage in sport sponsorship
The growing need for sport organizations to think outside the box
The increasingly competitive sport marketplace for sponsorship dollars
>>>All of the above<<<
The "2-2-1 Plan" instituted by Major League Baseball and its baseball commissioner Peter
Ueberroth did which of the following? - answer✔✔Required companies to commit $2 million in
advertising, $2 million in promotional spending, and $1 million in cash or in-kind fees annually
Required all sponsors to commit to MLB for no less than three years
Reasons for the tremendous growth in sport sponsorship over the past two decades include -
answer✔✔The commercial success of the Los Angeles Olympics
The increased media interest in sport
Sponsorship being viewed as a way for companies to break through the clutter of traditional
advertising
>>>All of the above<<<
Return on investment (ROI) in the sport sponsorship world is defined as - answer✔✔Meeting the
company's specific marketing and sales objectives in some measurable way
Sales promotions may be aimed at - answer✔✔Increasing brand awareness
Broadening the sales distribution channels for a company's product or service
Getting new consumers to sample a company's product or service
>>>All of the above<<<
Post cereals activated its MLB sponsorship by offering consumers a free MLB-themed CD
attached to the packaging itself for consumers who purchased the specially marked boxes. This is
an example of what type of promotion? - answer✔✔Premium
One of the most effective sales promotion tools often used with a new product to induce
consumers to try a product is - answer✔✔Sampling
