FInal Exam SPT471
How much revenue was generated from sports betting nationwide in 2021? $15 Billion $4.3 Billion $1 Million $500 Million
4.3 Billion
Which of the following is NOT an attribute of a high-performing leader?
Achieving their own promotional goals within an organization
Why do introductions and opening messages using social media platforms often differ significantly from traditional forms of communication such as phone or email? Many social media users do not allow themselves to be messaged by strangers. All of the above. Social media users are sensitive to sales messages Some social media platforms have limits on length of messages.
All of the above.
Which of the following would be an example of affiliate marketing using social media? The Tampa Bay Lighting are paid to include a sponsor in the bio of their Twitter page. FC Cincinnati recruits fans by messaging members of a Cincinnati sports Facebook group. Bryson Dechambeau posts a link to a sponsor's hat and receives a percentage of sales through the link. South Carolina women's basketball sells a thousand tickets by offering an Instagram discount.
Bryson Dechambeau posts a link to a sponsor's hat and receives a percentage of sales through the link.
What is an organized effort to raise funds for a relatively large project within an existing organization with a fixed budget and timeline? Annual giving Event giving Capital Campaign Major gifts
Capital Campaign
Which of the following is NOT a stage in a capital campaign timeline? implementation state capital stage follow- up stage planning state
Capital Stage
Which of the following is NOT an emerging technology in food and beverage services at sports stadiums? concession stands mobile ordering table ordering self serve beverages
Concession Stands
What is a good way for a salesperson to help a potential customer see the value of a product? Create some type of visual content, such as a video. Just tell the prospective consumer they should buy it. Mail the prospective consumer a letter. Talk about the product constantly.
Create some type of visual content, such as a video.
Which U.S. state (after Nevada) was the first to launch single-game betting? Delaware New York Tennessee New Jersey
Delaware
Which of the following social media platforms is most focused on images and photography? Reddit Instagram Twitter Facebook
Which of the following was NOT a result of the Tax Reform Act that was signed into law in 2017? It doubled the standard deduction for individuals. It put a $10,000 cap on the amount that individuals could deduct for state and local taxes paid. It does not allow a charitable deduction for any payment made to an institution of higher education in exchange for the right to purchase tickets or seating for athletic events. It does not allow fans to bet on sport events.
It does not allow fans to bet on sport events.
How does the applause rate differ from the engagement rate? It requires a large number of followers to be calculated. It can only be calculated for Instagram content. It is important only in B2C sales. Correct! It includes only positive engagements (likes, favorites, etc.)
It includes only positive engagements (likes, favorites, etc.)
What is the best definition of Virality Rate? It is a ratio of retweets to impressions It is an account's relative influence compared with its competitors. It is the rate at which an account gains followers It is the ratio of engagements to followers
It is a ratio of retweets to impressions
What is the best definition of Social Share of Voice? It is a ratio of retweets to impressions It is the ration of engagements to followers It is an account's relative influence compared with its competitors. It is the rate at which an account gains followers
It is an account's relative influence compared with its competitors
What is the best definition of Audience Growth Rate? It is the ratio of engagements to followers It is a ratio of retweets to impressions It is the rate at which an account gains followers It is an account's relative influence compared with its competitors.
It is the rate at which an account gains followers
What is the best definition of Engagement Rate? It is the ratio of engagements to followers It is an account's relative influence compared with its competitors. It is a ratio of retweets to impressions It is the rate at which an account gains followers
It is the ratio of engagements to followers
On which platform are social media users most familiar with being sold to? LinkedIn TikTok Snapchat Twitter
______ _______ fundraising is considered one of the most cost-effective and efficient forms of development because it allows an organization the opportunity to inform people with means about their programs and services. capital campaign major gift net revenue planning giving
Major Gift
Which of the following is an example of an external environment factor of an organization that a sales manager must manage?
New ticket holders
Which of the following purposes can an organization use Unrestricted funds? Current underfunded projects Future major projects Normal operating costs All of these
Normal operating costs
Which of the following is not one of the 3 P's of hiring a sales team?
Persecution
Which of the following is an internal structure of an organization that a sales manager must manage? New ticket holders Changing expectations of customers Purchase of new technology Changing demographics of customer base
Purchase of new technology
What are a set of funds aside for a particular purpose normally because the donor has requested that the funds be used for this purpose. major funds capital funds restricted funds transparent funds
Restricted funds
Which of the following statements is NOT representative of sales and the sport industry? Sales and revenue generation is fundamentally important to every organization and vital to every sport organization. Sales is the lifeblood of sport. Salespeople must understand new forms of technology. Sales is a relatively easy skill, and everyone can do it.
Sales is a relatively easy skill, and everyone can do it.
What core skill or competency should be evident in each sales training? Salespeople become better at listening. Salespeople become more motivated. Salespeople love to sell. Salespeople become faster talkers.
Salespeople become better at listening.
What is one way discussed in class that cashless transactions at sports venues reduce risk? It decreases the amount of customers you have It increases the likelihood of being robbed. Teams don't have to protect the cash. You make less money
Teams don't have to protect the cash.
What is a solicited designation? A individual or corporation to contributes to a cause without be asked none of these The nonprofit asks a individual or corporation to contribute to a cause funds set for a purpose
The nonprofit asks a individual or corporation to contribute to a cause
When using social media to sell through sport, which of the following statements best describes the inventory available? The social media content of the organization itself. Ancillary revenues such as parking and gameday programs. The tickets, merchandise, and concessions available to sell. None of the above.
The social media content of the organization itself.
Which of the following statements relates to travel for an AAU tournament? Destination marketing is extremely unpopular. The youth sport travel market is a large component of the sport tourism industry. Very few people travel for sport. Sports are not popular in the United States.
The youth sport travel market is a large component of the sport tourism industry.
Which type of travel accounted for the biggest spending in sport tourism? Professional sport team travel collegiate sports teams travel travel by sport spectators travel related to youth sports
Travel by Sport Spectators
To effectively sell a sports product in a foreign market, salespeople must do which of the following? Do everything the same as in the USA Understand the cultural norms for politeness and social interactions Speak in English Covert the currency to the US Dollar
Understand the cultural norms for politeness and social interactions
Luxury Suites and Premium seating usually come with access to which of the following? Occupancy Rate Upscale food all you can eat and drink Lower ticket prices Destination Image
Upscale food all you can eat and drink
What technological infrastructure is required to help support the digital connectivity of food and beverage services at sporting events? Average Daily Rate Transferring risk Protecting cash Wifi and Cell Phone Connections
Wifi and Cell Phone Connections
The average daily rate is an indicator of the cost to travel a hotel's income how much tickets cost the average ticket price across the country
a hotel's income
What is a bonus? a motivational factor of payment through a percentage of each sale a sales person makes. a motivational factor of extra pay to all employees fair payments a motivational factor of extra pay to all the employees within a department that meets a sales goal
a motivational factor of extra pay to all the employees within a department that meets a sales goal
Key issues facing every sales manager are complexity, _____, and collaboration. feasibility reliability mobility accountability
accountability
Fundraising and development generate essential income for nonprofit organizations, and they also do which of the following? affirm the purpose of the organization create less jobs in sport organizations generate more income none of these
affirm the purpose of the organizaion
Which of the following would be inventory to sell through sport? all of the above a team graphic with a company logo overlaid in one of the corners a reference to the sponsor in the bio of the sport organization a targeted post from the sport organization that promotes only the sponsor
all of the above
An instance in which an individual views social media content is known as an impression a click-through a hit a like or favorite
an impression
Which of the following is an organized effort to solicit regular donations from donors who support the daily operation of a nonprofit organization and its ongoing programs? Specialized fund annual fund yearly fund organized fund
annual fund
Which of the following does NOT describe a human resource function completed by a sales manager? hiring sales associates auditing sales taxes determining compensation for sales associates writing a job description for a new sales job
auditing sales taxes
All of the following are important skills for students to develop if they wish to work in international sport EXCEPT cultural awareness being cognizant of languages and how you will communicate when making a presentation cultural differences in body language and the use of titles being good at the sport itself
being good at the sport itself
The ________ helps to foster respect and trust in the public and build donor's confidence in the organizations they support. giver's bill of rights annual fund fundraising bill of rights donor's bill of rights
donor's bill of rights
Many schools, colleges, and universities are moving toward selling alcohol at games because the incidence or risk goes _____ because of less _____ during tailgating parties before a game. down; binge drinking up; binge drinking down; cornhole games up; cornhole games
down; binge drinking
A-thon events, art exhibits, auctions, banquets with food and beverage, bike races, concerts, and fun runs are types of ___________ fundraising. event special corporate capital campaign
event
Which of the following would be found only on the Facebook platform? a space for sport organizations to link to their website group pages for like-minded users to consume content relevant to the group live-streaming capabilities a character limit on posts
group pages for like-minded users to consume content relevant to the group
What of the following is one of the five universal principles for fundraisers? collaboration honesty determination dedication
honesty
The jock tax is based on the amount of time a player contributes to charity foundations income-related work working out at the gym
income-related work
All of the following are likely outcomes of declining participation in youth sport in the United States EXCEPT poor nutrition childhood obesity declining leadership skills increased number of American born players in professional sports leagues
increased number of American born players in professional sports leagues
Revenue minus cost equals net revenue gross profit gross revenue net profit
net revenue
What is a tiered commission structure? straight commission commission percentage increases as salesperson hits certain benchmarks paid based on revenues they generate base salary plus commission
paid based on revenues they generate
What is the revenue commission model? base salary plus commission paid based on revenues they generate straight commission commission percentage increases as salesperson hits certain benchmarks
paid based on revenues they generate
Sales jobs in sports require a person not to think like a ______ but have _______ like a fan. player, enthusiasm coach, apathy fan, enthusiasm team executive, apathy
player, enthusiasm
Which of the following is considered a job in the sport tourism sector? sales director for the Columbus Sports Commission manager of the Hampton Roads YMCA owner of Blue Ridge Fitness sales associate at Dick's Sporting Goods
sales director for the Columbus Sports Commission
What are the 2 types of training that consume the most sales training time? product training and industry training selling skills and product training selling skills and industry training company specific training and industry training
selling skills and product training
Which form of social media selling includes using social media platforms to generate revenue directly from the consumer for the team (ticket sales, for instance)? none of the above selling sport using social media selling through sport using social media personal selling using social media
selling sport using social media
Which of the following examples is most representative of how artificial intelligence will help sales? software providing personalized call confirmation reminders to clients the ability to purchase tickets on the secondary market barcode technology at the ticket gate a chip in the shoe of a distance runner to provide race times
software providing personalized call confirmation reminders to clients
In terms of human resources, sales managers need to be able to recognize talent that makes for strong salespeople talented athletes who are highly skilled in sport good strategies for the corporation how field operations relate to the company
talent that makes for strong salespeople
All of the following can be said about sport and food and beverage EXCEPT upscale restaurants are becoming more common in sport venues executive chefs are starting to providing services in sport stadiums local fare is now becoming common in many sport venues technology is rarely used in sport stadiums when selling food and beverage
technology is rarely used in sport stadiums when selling food and beverage
Why might a sport organization decide to go in-house with their concessions? to have control over hiring and firing to have less control over cash management and security to increase hot dog sales to sell more alcohol
to have control over hiring and firing
Which of the following is a benefit of outsourcing concessions? Keeping all revenues and profits Transferring the risk to another company Being in control of cash management Maintaining control of marketing and promotion of food items
transferring the risk to another company
What is second-screen viewing? watching the TVs on the concourse of a sporting event while waiting in line using a cell phone or mobile device to supplement live viewing watching a sporting event on a mobile device instead of a TV setting up two TVs in one room to watch two games at once
using a cell phone or mobile device to supplement live viewing
As biometric, ID, and chip technologies become more prevalent in the industry, it is likely they will provide valuable identifying information. all the answers the key to emotion in sport a way to close a sale
valuable identifying informatio
