SPMT 217 EXAM 3 REVIEW + Ch 12 & 13
What are major advantages to private management of public assembly facilities
Everything EXCEPT better sports team performance
What reason does a municipality have to subsidize stadium/arena construction
Everything EXCEPT economic benefits
The money to build facilities is usually obtained through
Facility Revenues
According to Mark McCormack, what is one of the most important assets a salesman can have?
An awareness of when you are imposing
Redmandarin is known as
An example of a specialized agency
Of all the inventory that a sport organization has available to sell, what is often the most involved and time-consuming?
Sponsorship inventory
The function of client marketing involves
Developing entertainment extensions, locating endorsements, and booking personal appearances
When a sport organization wants to minimize expenses and reach only those people the organization wants to reach, they should use which sales method?
Direct mail solicitations
The _____________ acts as the point person for the facility in managing each game or show
Event Director
The sale of licensed merchandise, items that display an events name or logo, is beneficial for what type of event?
Large, televised, multiday events
A gold standard today for facilities ____________ helps facility operators identify green building design, construction, operation, and maintenance.
Leadership in Energy and Environmental Design (LEED)
IMG was originally formed to
Locate endorsements for professional athletes
The first players association to negotiate the right for players to be represented by agents was the:
Major League Baseball Players Association
act primarily as in-house advertising agents for the various events booked into facilities
Marketing Directors
outdoor or domed facilities built with the intention of housing sporting and entertainment events
stadiums
Sales promotions in sport sponsorships are designed to:
stimulate immediate product demand
Tank Black is:
the name of a secret United States government weapon
Sport events typically seek advertising of their event through:
trade-out sponsorships with media outlets
A common tool used by events to reduce the potential for a lawsuit is:
using a waiver and release of liability form
An agent must help an athlete with the transition from a professional playing career as an athlete and:
with post career planning and retirement
IMG is known as
A full service agency
IMG was founded 1960 by
Mark McCormack
No other sport has utilized in-stadium promotion as widely as:
baseball
Targeted sponsorships enable corporate marketers to:
*All of the above.* (reach specific groups that have similar demographics, psychographics, or geographic commonality; reach specific segments, such as heavy users; reach shareholders and investors)
A more professional focus of running events started to take place during the late 1800s. The catalyst for such a professional focus emphasis occurred due to
A desire to increase profits
Identify the nine areas in which event marketers must focus
1. Sales of corporate sponsorship 2. Advertising efforts 3. Public relations activities 4. Hospitality 5. Ticket Sales 6. Broadcasting 7. Website Development and Management 8. Licensing/ Merchandising 9. Fundraising
How many states regulate agents?
41
Numerous event organizers purchase insurance that can cover
A variety of insurance policies
The sale of licensed merchandise is beneficial for the event promoter for what type of event
Advertising or showing the brand name off
The process of providing continued satisfaction and reinforcement to individuals or organizations who are past or current customers is a definition of:
Aftermarketing
____________ are indoor facilities with the primary purpose of hosting sporting and
Arenas
Who was the "endorsement king of the pre- Michael Jordan era"?
Arnold Palmer
The touring of star athletes and teams to promote the popularity of a particular sport were
Barnstorming tours
When the product or service package the sport organization is selling does not meet the specific wants or needs of a consumer, what approach should the sport organization follow?
Benefit selling
The legendary founder of sport promotion was:
Bill Veeck
The _____________ is responsible for landing and scheduling events for a facility
Booking Director
The difference between the economic impact upon a municipality by a convention center as opposed to a stadium or arena built for housing sporting events is
Business events lead to higher spending
Who is often called the first sports agent?
C.C. Pyle
Sport organizations that collect names, addresses, phone numbers, and other demographic information from customers are using which sales methodology?
Database marketing
What is part of a crowd management plan?
Categorizing the type of event, knowing surrounding facilities, rivalries, threats of violence, crowd size and seating configuration, emergency plans, security personnel and ushers.
What are some roles or services that sport management/marketing agencies' provide?
Client representation/ marketing, event development, television exposure, and sponsor solicitation
The growth in televised sports has led to
Competition between TV networks
The main non-sport events for stadiums are
Concerts given by performers
A sport management/marketing agency is defined as a business
Full service agency
Providing a satisfying experience for all stakeholders of an event is called
Hospitality
The formation within major corporations of separate departments or divisions dealing with event management is called
In-house agency
All of the following were publicly financed stadiums efficiently built with the intention of housing both a football team and a baseball team except:
Meadowlands (Northern New Jersey)
Fund-raising as a marketing tool is usually used and appropriate for what types of events?
Not for profit
Modern arenas and stadiums have directly helped owners to maximize revenues through what avenues?
Parking, preferred seating, and additional sponsorship opportunities. (NOT modernized locker rooms)
___________ are formally defined as a promise by the borrower to pay back the lender a specified amount of money, with interest, within a specified period of time.
Payments
The sales method that usually costs more to use than the others is:
Personal selling
The man behind the success of the new commercial mind-set brought to the Los Angeles Olympics was:
Peter Ueberroth
Hospitality is important to event as it can
Provide a satisfying experience
During this event management function, event staff members come into contact with participants for the first time.
Registration
Zero-base budgeting requires
Review of all costs and activities
What publicly financed stadiums were efficiently built with the intention of housing both a football team and a baseball team?
Riverfront Stadium (Cincinnati), Veterans Stadium (Philadelphia), Three Rivers Stadium (Pittsburgh). NOT Meadowlands
Impact of September 11, 2001 on sporting events bringing large numbers of people together in a stadium or arena
Security has increased tremendously
What other channel can sports organizations and governing bodies use to access consumers other than TV and radio?
Social Media
When a sport management/marketing agency limits either the scope of services performed or the type of clients serviced, it is known as
Specialized agency
_________________ are public assembly facilities primarily utilized for the presentation of live artistic entertainment.
Stadiums
Which type of sponsorship platform would be more appropriate for local or regional companies or companies with smaller marketing budgets?
Team sponsorship
public assembly facilities primarily used for the presentation of live artistic entertainment
Theaters
Sport events typically seek advertising of their event through
Trade-out sponsorship's with media outlets
A new concept that extends the ADA and makes the facilities more accessible for all people is ________________.
Universal Design
A common tool used by events to reduce the potential for a law suit is
Waiver and release of liability
When and how is market research used?
When companies gather information about a person to target a specific individual
A sport management/marketing agency is defined as:
a business that represents the legal and marketing interests of athletes
A collective bargaining agreement is:
a contract for all players in the league
Today's sport sponsorship can be described as:
a discipline involving serious research, large investments, and strategic planning
Vertical integration refers to the efforts of a sport management/marketing agency to control all aspects of an event. This is a tactic commonly employed by:
a full-service agency
The three (3) models for a sport agency business does not include:
a players association and a sport management firm
When a sport management/marketing agency focuses exclusively on advising corporations on how to maximize their involvement with sponsorship opportunities, it is known as:
a specialized agency
When a sport management/marketing agency limits either the scope of services performed or the type of clients serviced, it is known as:
a specialized agency
When a company such as Visa handles all of its sports-related activities internally, it is known as:
an in-house agency
Public assembly facilities have existed since
ancient times
indoor facilities with the primary purpose of hosting sporting and entertainment events
arena
The youngest of the four major North American sports is:
basketball
All of the following are major advantages to private management of public assembly facilities except:
better sport team performance
Throughout the history of sport facility financing, the money to build facilities is usually obtained through:
bonds
The ____________ is responsible for the sale of all tickets to an event along with the collection of all ticket revenues.
box office director
Sales in the sport industry places an emphasis on the importance of:
building long-term relationships with customers
One of the most effective sales promotion tools often used with a new product to induce consumers to try a product is:
sampling
The main nonsport events for stadiums are:
concerts given by performers
almost always publicly owned facility built to lure business meetings to a municipality
convention centers
The most successful sport organizations in attracting and retaining sponsorship partners are those that do all of the following except:
sign as many sponsors as possible
The ___________ acts as the point person for the facility in managing each game or show.
event director
Mark McCormack, founder of IMG, explained that selling consists of all of the following except:
having a winning team or product
Practice Quizzes
http://health.jbpub.com/sportmanagement/3e/practice_quizzes.cfm?step=1
When negotiating an endorsement contract the agent should be certain to maintain the client's exclusive rights and control over his or her:
image and other endorsements
International Management Group (IMG) was originally formed to:
locate endorsement opportunities for a professional golfer
Return on investment (ROI) in the sport sponsorship world is defined as:
meeting the company's specific marketing and sales objectives in some measurable way
The MLBPA limits agent's fees to what percentage of the player's income?
no limit to fees charged
Sponsorship provides a company with all of the following except:
opportunities to receive revenue back from the team or league based on success on the field/court