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