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2005 DECA Ontario December ProvincialsTest 867 SPORTS AND ENTERTAINMENT TEAM DECISION MAKING 1

1. Businesses in trade industries that offer discount prices usually offerA. plush interiors. C. limited services. B. full services. D. elaborate fixtures.

2. Marketing helps to create and stimulate demand for products through the marketing activity known asA. distribution. C. pricing.B. promotion. D. research.

3. What must be present for a sporting event to take place?A. Spectators C. Amateurs B. Professionals D. Athletes

4. Promoting and selling an intangible product that is immediately consumed and cannot be resold is a unique characteristic of __________ marketing.

A. direct C. targetB. mass D. event

5. Which of the following activities consumes most of a sporting goods buyer's time:A. Merchandise pricing C. Promotion B. Merchandise selection D. Sales force management

6. What category of a profit-and-loss statement indicates a sport/event business's total profit?A. Gross profit C. Cash flowB. Bottom line D. Net profit

7. What type of information about equipment is important for sport organizations to keep in their records?A. Serial numbers C. Inventory statusB. Mechanical repairs D. Production process

8. Jean, Keisha, and Kyle want to start their own sporting goods store but are concerned about the higher tax rate for corporations as well as the dual taxation on corporate profits and dividends paid to stockholders. What type of business ownership should they consider?

A. Close corporation C. Open corporationB. Partnership D. "S" corporation

9. Which of the following is the most appropriate response for a baseball stadium employee to make when s/he discovers a safety hazard:

A. Avoid the location of the hazard. C. Determine the cause of the hazard.B. Report or correct the hazard. D. Record the hazard and its location.

10. Which of the following is an unacceptable place to use an athlete's or celebrity's identity without his/her permission:

A. On the news C. In a bookB. In a magazine D. On your company's advertisements

11. The primary reason that sport regulatory bodies enforce rules is toA. create a sense of fairness and maintain equitable opportunities among all member organizations.B. protect the academic integrity of other institutions associated with the sport organizations.C. reduce the need for member organizations to maintain institutional governing bodies.D. eliminate the risk of athlete misconduct and lawsuits brought forth by athletes who are seriously

injured.

Copyright © 2006 by Marketing Education Resource Center®, Columbus, Ohio


12. Which of the following is a question that the Americans with Disabilities Act prohibits event planning companies from asking potential employees:

A. Can you perform the job functions? C. Can you work the required hours?B. What type of training do you have? D. What prescription drugs do you take?

13. A sports memorabilia shop that owed state sales tax of $6,459.00 was late in reporting and paying the tax. If the penalty for late payment is 10% of the taxes due, what is the total amount the sport memorabilia shop owes?

A. $7,203.90 C. $6,325.95 B. $6,523.59 D. $7,104.90

14. A recommended way to find out why the caller has phoned the TUV University's athletic department is toA. ask the caller, "What did you want?" C. ask the caller, "How may I help you?"B. wait for the caller to ask questions. D. answer promptly with a friendly greeting.

15. Managers who work for sport/event organizations often receive brief summaries of information about the status of activities within their departments in the form of __________ reports.

A. simple progress C. detailed annualB. long research D. short biographical

16. In the sport/event industry, which of the following is a guideline for employees to use in communicating with coworkers:

A. Think about what they want to say before they say itB. Feel free to express their complaints about their jobsC. Be sure to share rumors and gossip with their coworkersD. Use a direct approach in speaking to an angry coworker

17. One of the ways demand for a sporting good affects its distribution is through theA. laws that affect distribution. C. special handling that is required.B. use of computerized inventory control. D. decisions about storage.

18. What is the most common channel of distribution for large industrial goods?A. Producer to agent to industrial user distributor to user B. Producer to industrial distributor C. Producer to agent to userD. Producer to industrial user

19. Increased bandwidth will allow television viewers and computer users toA. provide data to marketers enabling them to advertise products of special interest.B. assure their rights to privacy when viewing programs and using the Internet.C. participate in televised programming and determine the outcome.D. swipe a card on the television/computer to customize what they see and hear.

20. Why does a stadium gift shop utilize computerized scanning technology to control inventory?A. To count inventory once per yearB. To have automatic replenishmentC. To manage volumes of inventory statisticsD. To conduct manual counts for determining inventory levels

21. A dominant sporting goods retailer that threatens to stop utilizing a supplier unless it is granted unreasonably low prices is guilty of __________ behavior.

A. coercion and illegal C. legal and ethicalB. unethical and illegal D. coercion and unethical


22. Dating terms on an invoice such as 2/10, net 30 entitle an arena gift shop to take advantage of a discount for paying early. This discount applies to

A. the entire balance of the invoice. C. shipping and handling only.B. merchandise, sales tax, and shipping. D. merchandise only.

23. Moving a sport/event product to market and making it available and accessible to customers are important activities that influence the rest of the

A. product mix. C. promotional plan.B. marketing mix. D. merchandise plan.

24. Which of the following is a factor that a sport/event business should consider when selecting a channel of distribution:

A. Size of sales force C. Credit policyB. Return process D. Type of product

25. What type of utility is created when a sporting goods store sells a basketball to a customer?A. Possession C. ProductionB. Convenience D. Satisfaction

26. Which of the following is an example of a tax that the government collects from some sport/event businesses:

A. Excise C. BondB. Subsidy D. Discount

27. Which of the following would probably result if monopolies were allowed to operate without regulation:A. More businesses from which to buy C. More product improvementsB. Wider assortment of products D. Higher prices

28. What effect does a decrease in overall productivity usually have on the economy?A. Lower prices C. Increased labor costsB. Increased sales D. Decreased unemployment

29. When professional athletes negotiate salaries, playing conditions, and contract terms as a single unit, their union is engaging in

A. free agency. C. collective bargaining.B. labor resistance. D. competitive advantage.

30. What usually decreases as the rate of inflation increases?A. Export quotas C. Purchasing powerB. Interest rates D. Money supply

31. One step that a government might take to reduce its trade deficit would be toA. adjust interest rates. C. eliminate tariffs.B. increase the amount of imports. D. decrease the amount of exports.

32. An internal source of marketing information for a sport/event business would beA. public libraries. C. inventory records.B. government planning agencies. D. trade journals.

33. A sport/event organization might benefit from using a marketing decision support system to manage certain types of marketing-information because it is designed to

A. assign valuation codes to written external data.B. analyze a variety of factors for problem resolution.C. select reliable raw data from Internet sources.D. administer surveys to people who meet appropriate qualifications.


34. To know what web sites and advertisements visitors see, sports and event e-marketers would checkA. direct delivery programs. C. text files.B. clickstream data. D. Internet service providers.

35. Which of the following is a secondary source of sport/event information:A. Demographic reports C. Accounting recordsB. Computerized surveys D. Personal interviews

36. When developing procedures to monitor internal marketing-information records, sport/event marketers should develop a regular timetable to __________ the accuracy of certain data.

A. administer C. rateB. verify D. estimate

37. Which of the following is an example of range:A. Most consumers attend five concerts per year. B. Consumers attend an average of six concerts per year. C. Consumers attend between four and eight concerts per year. D. Half of all consumers attend more than four concerts per year.

38. One of the main portions of a marketing report describes the data collection procedures and theA. local regulations. C. preliminary costs.B. writing styles. D. research methods.

39. A marketing director is designing the marketing strategy for a new line of high-performance treadmills. The marketing director believes that providing a five-year warranty will increase sales. The marketing director is making a __________ decision in the marketing mix.

A. product C. placeB. price D. promotion

40. Which of the following represents division of a market on the basis of consumers' lifestyles and personalities:

A. Demographic segmentation C. Geographic segmentationB. Psychographic segmentation D. Behavioral segmentation

41. Determine a hockey team's ticket sales forecast for next year based on the following information: This year's ticket sales are expected to be $425,000, which is 6% higher than the previous year, and the same amount of growth is projected for next year.

A. $452,625 C. $446,250 B. $448,375 D. $450,500

42. An objective of a professional soccer team's marketing plan is to increase ticket sales by increasing the amount spent on promotion. If current ticket sales are $2,350,750 and the soccer team spends 7% of that on promotion, how much more will it spend if it increases the promotional budget to 9%?

A. $48,975 C. $47,015 B. $46,350 D. $49,230

43. Kelly doesn't believe that she will get anywhere in life, and she often lashes out at others. Kelly has a __________ attitude.

A. mature C. defeatist B. positive D. superior

44. The interaction of people is referred to as humanA. behavior. C. conduct.B. resources. D. relations.


45. Which of the following would most benefit from a customer-service mindset that helps to reduce complaints and increase profits:

A. Employees C. Sport/Event fans B. Sport/Event businesses D. Competitors

46. What should you do when you greet customers courteously but are answered rudely?A. Remain positive and pleasant with them. B. Walk away, and wait for them to come to you. C. Answer rudeness with rudeness. D. Stay with the customers, and try to talk with them.

47. When developing a project plan, what do athletic departments need to identify in order to achieve the objectives of the plan?

A. Necessary steps C. Simple rulesB. Realistic goals D. Formal systems

48. As manager of event services, you are responsible for terminating a long-time employee whose position is being eliminated due to changes in technology. The best way to handle this situation is to

A. explain the situation in such a way that is not threatening.B. write the employee a dismissal letter.C. offer to help the employee find another job.D. ask the employee to assist in the training of a replacement.

49. One of the major objectives of employee orientation is toA. increase employee turnover. C. evaluate the hiring decision.B. reduce anxiety for new employees. D. determine training needs.

50. Which of the following is a benefit of manager/supervisor training and development:A. Decreased performance levels C. Decreased personnel costsB. Increased managerial obsolescence D. Increased employee turnover

51. Careful handling of athletic equipment by athletes helps to prevent damage and controlA. expenses. C. theft.B. usage. D. overtime.

52. Calculate the amount that a treadmill company will save over a five-year period if it declines the house-call option on a service contract which is a feature that adds 30% a year to the base price of $500.

A. $500 C. $300 B. $750 D. $1,500

53. Which of the following is a tool that professional football organizations need to develop in order to have good financial planning:

A. Survey C. ChartB. Policy D. Budget

54. Calculate the amount a sporting goods store's monthly income increased or decreased from the amount budgeted based on the following information: budgeted $405,000 in sales, with 62% of that amount for expenses, compared to actual sales of $450,500, with 65% of that amount spent on expenses.

A. $4,005 increase C. $1,565 decrease B. $2,405 decrease D. $3,775 increase


55. In order to meet the needs of its market, a professional hockey team must study local demographics which are the

A. physical/social characteristics of the population.B. current and predicted economic conditions.C. trends in technological advances.D. government regulations that apply to the industry.

56. Which of the following should you do when you fail to reach a goal:A. Give up goal-setting. C. Congratulate yourself.B. Find someone to blame. D. Find out what went wrong.

57. The use of technology often affects the pricing process by __________ prices.A. lowering C. fixingB. maintaining D. increasing

58. Which of the following is a true statement about selling prices:A. Selling prices are easy for sport/event businesses to determine. B. There are many kinds of selling prices for sport/event goods and services. C. Selling prices for sport/event products remain the same over time. D. Few professional sport/event organizations need to set selling prices.

59. Which pricing strategy sets prices lower than those of the competition?A. Smoothing C. PenetrationB. Stretching D. Skimming

60. Idea generation, prototype development, and test marketing are activities associated with which marketing function?

A. Product life cycle C. Risk managementB. Product/Service management D. Marketing-information management

61. What is one question that a sport/event business needs to answer about a product that is in the introductory stage of its life cycle?

A. Should we regionalize the product?B. Does the product need to be modernized?C. Should we take the product off the market?D. How can we make the public aware of our product?

62. What type of standards are common in the sport/event industry?A. Activity C. UtilityB. Capacity D. Quantity

63. A sporting goods and equipment store that tells customers it will refund their money if they are not completely satisfied with any item they buy is providing a(n)

A. warranty. C. rebate.B. guarantee. D. explanation.

64. A bicycle helmet manufacturer includes a warning label on its product to advise consumers how to properly fit and secure the helmet in place before using it. The purpose of this extra effort would be to provide consumer

A. insurance. C. products.B. liability. D. protection.

65. Which of the following sport/event products is a sport/event venue:A. Statesville Jazz Festival C. Statesville Recreation Complex B. Statesville Sporting Goods store D. Statesville Annual Marathon


66. Each individual good, service, or idea that a sports memorabilia shop offers for sale is known as a product

A. line. B. width. C. mix. D. item.

67. A NHL team offers a "fan" package that includes four tickets to a hockey game, food from the concession stand, and a signed photo of the team goalie. This is an example of

A. price positioning. C. individual selling.B. product bundling. D. target advertising.

68. Even though providing quality gift wrapping can be expensive for a specialty sporting goods store, it is often a good idea to provide it as a free service to customers because

A. offering extra services builds customer loyalty.B. gift wrapping is the most important thing to customers.C. extra services are expected and demanded by customers. D. it can secretly charge customers more for other things.

69. A sport/event business that says it tries harder because its product is not number one, is using product positioning to

A. motivate. B. organize. C. upgrade. D. compete.

70. Why does a golf ball manufacturer want customers to demonstrate brand insistence for them?A. The manufacturer will not have to market themselves or advertise as much. B. Customers will bypass other brands because they are brand loyal and will buy only the desired

brand. C. Research shows that customers will pick their brand in a double-blind test 95% of the time.D. Their touch points pretty much take care of themselves.

71. The team name, mascot, and logo are important elements that a sport/event organization uses to create and maintain

A. financial accountability. C. image extension.B. brand awareness. D. market segmentation.

72. A manager who notices that some employees are standing around while others are struggling to serve a long line of customers should __________ his/her employees.

A. cross train B. reward C. promote D. congratulate

73. A exercise equipment company positions a product or brand to avoid direct competition when theA. brand has unique characteristics that are important to some buyers. B. price and quality are higher than the competition.C. price of the product is lower.D. product performance characteristics are equal to those of competitors.

74. What factors might a concert promoter consider when conducting a facility inspection for an upcoming event?

A. Ticket design and equipment availabilityB. Load-in time and advertising costsC. Storage space and hospitality optionsD. Concession arrangement and sponsorship costs

75. An international consideration to take into account in brand development includesA. the probability that the brand can change foreign cultures.B. whether foreign consumers like to shop.C. the number of credit cards issued in foreign countries.D. foreign customs.


76. An important objective of promotion is to __________ buyers.A. deceive B. intimidate C. inform D. delude

77. Which of the following is an example of a sales promotion activity:A. Using personal selling C. Obtaining publicity B. Running a newspaper ad D. Holding a contest

78. Which of the following situations most accurately depicts a promotional ethical issue in relation to children:

A. A radio spot announces an upcoming concert for preteens during the morning time slot.B. A print ad in a national teen magazine shows a girl modeling fashionable sportswear. C. A newscast teaser televises graphic film clips of an athlete's car accident during prime-time

viewing. D. A television commercial portrays preschool-age children wearing brand-name athletic shoes.

79. What type of newspaper advertisement should be used by a concert promoter for an advertisement that contains illustrations, headlines, copy, and white space?

A. Display advertisement C. Special advertisementB. Classified display advertisement D. Classified advertisement

80. Which of the following terms refers to the way in which the elements of a print ad are assembled:A. Illustration B. Layout C. Copy D. Logotype

81. The part of a print advertisement that is used to give product information is called theA. illustration. B. logotype C. headline. D. copy.

82. What do sport/event marketers often use to segment customers and identify the advertising medium that will most effectively reach each segment?

A. Telemarketing B. Pull strategies C. Direct selling D. Various databases

83. Which of the following radio stations would be most cost-effective for a professional baseball team's ads:A. WMEA: 2 spots @ $500 each and GRP of 56B. WMME: 2 spots @ $600 each and GRP of 62C. WABC: 2 spots @ $500 each and GRP of 52D. WXYZ: 2 spots @ $450 each and GRP of 48

84. When sport/event marketers use ongoing, two-way communication to build trust and goodwill with the media, they are creating a(n) __________ relationship.

A. comprehensive B. interactive C. reactive D. exclusive

85. Which of the following must companies that sponsor sports and entertainment events know:A. The complexity of contracts B. Their customers' needs C. The strategies of each teamD. The difference between sports and entertainment

86. An athletic shoe company that has no association with the Olympic games runs a television commercial congratulating a track star for winning two gold medals. This is an example of

A. sales promotion. C. ambush marketing.B. copyright infringement. D. nondesignated sponsorship.

87. The purpose of designing an event program that contains space for advertisements is toA. generate more revenue. C. promote the team. B. get more people to buy the program. D. pay less money for program printing costs.


88. A sporting goods manufacturer that incorporates several environmentally oriented objectives in the promotional plan usually emphasizes __________ strategies.

A. direct mail B. personal selling C. public relations D. cooperative advertising

89. Selling helps customers to determine their needs by providing an opportunity forA. two-way communication. C. more competition.B. added utility. D. increased employment.

90. Which of the following is an example of showing appreciation to customers throughout the sales relationship:

A. Carry on long conversations C. Give elaborate giftsB. Send special-occasion cards D. Make unexpected visits

91. Exercise equipment salespeople can show that they are giving customers their full attention byA. avoiding controversial topics. C. offering to do favors.B. having an interested expression. D. making a lot of jokes.

92. What is one advantage to sport/event organizations of using computer technology to develop web pages for their businesses?

A. Allows the sport/event businesses to charge higher prices B. Provides customers with product information C. Eliminates the need to have a sales forceD. Requires all sport/event employees to access the Internet

93. Which of the following is a benefit of purchasing a hand-held game:A. Brand name B. Battery-operated C. Warranty D. Convenience

94. Which of the following selling options is one that sport/event marketers are most likely to use to reach individual season ticket holders:

A. Distribution outlets C. Personal selling B. Product demonstration D. Direct mail

95. What is one of the reasons why it is important for sport/event salespeople to prepare for sales presentations?

A. Promotes understanding C. Develops feedbackB. Builds confidence D. Establishes contact

96. A characteristic of a good sales approach is that it shouldA. treat all customers the same way. C. take place immediately.B. focus on the product. D. be sincere and friendly.

97. Helping customers answer their own objections is the __________ method.A. try it! B. deny it C. inquiry D. yes, but . . .

98. Efforts to sell customers higher quality, more expensive golf clubs then they intended to buy are calledA. trading-up. B. suggestion selling C. stockpiling. D. substitute selling.

99. One reason it is important for professional sport/event organizations to develop advance ticket sales plans is because the generated revenue helps organizations to

A. decrease operational costs. C. increase general admission ticket sales.B. cover pre-event expenses. D. reduce the risk of ticket scalping activities.

2005 DECA Ontario December ProvincialsTest 867 SPORTS AND ENTERTAINMENT TEAM DECISION MAKING

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100. Sport/Event marketers often identify the sponsorship potential of a specific business by researching the company's sponsorship history and understanding its

A. quantity standards. C. financial policies.B. manufacturing methods. D. sponsorship objectives.

2005 DECA Ontario December ProvincialsTest 867 SPORTS AND ENTERTAINMENT TEAM DECISION MAKING

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1. CLimited services. Services can be costly to the business, and offering very many services would necessitate raising the business's prices to customers. In order to maintain low prices, the business limits its services and does not offer plush interiors or elaborate fixtures.SOURCE: BA:001SOURCE: MB LAP 6—Business and Society

2. BPromotion. Promotion is a marketing function which communicates information about products, images, or ideas to consumers. Distribution is responsible for the physical movement or the transfer of ownership of a good or service from producer to consumer. Research is an activity that involves gathering and analyzing information about customers and what they will buy. Pricing is the marketing function that involves the determination of a price or an amount to charge a customer for a good or service.SOURCE: BA:003SOURCE: MB LAP 1—Marketing

3. DAthletes. The athletes are the players who make the game or activity happen. Without the players, there would be no event. The athletes might be professionals or amateurs. Some sporting events take place without spectators; however, many would not take place if there were no spectators.SOURCE: BA:225SOURCE: BA LAP 8—The Wide, Wide World of Sports Marketing

4. DEvent. Event marketing is unique because it involves promoting and selling an intangible product, such as a concert or car race, that is immediately consumed by the customers and cannot be resold. Event marketers promote games or events that take place at a specific time, and once they are over, the products no longer exist. If sales are poor for an event, a marketer does not have an opportunity to resell. Mass marketing is designing products and directing marketing activities in order to appeal to the whole market. Target marketing is the identification and selection of markets for a business or for a product. Direct marketing involves contacting consumers directly.SOURCE: BA:260SOURCE: Mullin, B.J., Hardy, S., & Sutton, W.A. (2000). Sport marketing (2nd ed.) [pp. 12-13].

Champaign, IL: Human Kinetics.

5. BMerchandise selection. Selection of merchandise includes identifying merchandise with the greatest potential for resale, deciding what items to buy, calculating the appropriate quantities, choosing vendors, and determining when to buy. Managing the sales force, pricing goods, and planning promotions may also be part of the sporting goods buyer's responsibility, but selecting merchandise is the buyer's primary task.SOURCE: BA:005SOURCE: PU LAP 1—Purchasing

6. AGross profit. Gross profit is determined by subtracting the cost of goods sold from revenue. It is the total amount of money a sport/event business makes as a profit before all other remaining expenses have been deducted. Determining the gross profit helps sport/event businesses to see how much money they invested in making or obtaining their products versus how much it costs to operate their businesses. The bottom line is net profit, which is the money remaining after operating expenses are subtracted from gross profit. Cash flow is the movement of money into and out of a sport/event business.SOURCE: BA:020SOURCE: MN LAP 61—Profit-and-Loss Statements

Copyright © 2006 by Marketing Education Resource Center®, Columbus, Ohio

Test 867 SPORTS AND ENTERTAINMENT — KEY 12

7. ASerial numbers. Sport organizations should record the serial numbers of all equipment. These are unique numbers that are used for identification purposes. Serial numbers are found on all types of business equipment and are useful when making equipment-related inquiries and when tracking stolen property. Inventory information deals with the materials a sport organization needs to produce the goods or services it sells or the items it buys to resell. Sport organizations do not need to know how equipment was produced or keep track of all mechanical repairs.SOURCE: BA:023SOURCE: MN LAP 58—Business Records

8. D"S" corporation. This form of business ownership limits personal liability and offers a lower rate of taxation. Profits go directly to stockholders who pay taxes as individuals. This avoids the problem of dual taxation on corporate profits and dividends paid to stockholders. Partnerships offer lower tax rates but do not offer limited liability. Open corporations and close corporations offer limited liability but do not offer lower tax rates.SOURCE: BA:028SOURCE: BA LAP 7—Own It Your Way

9. BReport or correct the hazard. If the hazard is something the baseball stadium employee can fix at no danger to him/herself or others, the employee should do so. Such hazards might include water on the floor that can easily be wiped up, a wrinkle in a floor mat that can be straightened, or a rough edge on a counter that can temporarily be covered with tape. If the hazard is something that requires expert repair, such as malfunctioning equipment or electrical fixtures, the baseball stadium employee should report the hazard to a supervisor. Avoiding the hazard or making a note of it is not helpful. Determining the cause of the hazard is not necessary and not usually the baseball stadium employee's responsibility.SOURCE: BA:046SOURCE: RM LAP 2—Following Safety Precautions

10. DOn your company's advertisements. It's perfectly fine to use an athlete's or celebrity's identity in a book, on a television news show, in a newspaper, or in a magazine; but sport/event marketers must learn where to draw the line between freedom of expression and violations of right of privacy and right of publicity. Using the identity on your company's advertisement would be unacceptable without written consent and payment.SOURCE: BA:267SOURCE: BA LAP 10—Cover Your Bases

11. ACreate a sense of fairness and maintain equitable opportunities among all member organizations. Regulatory bodies are organizations that govern a specific group of sport organizations. For example, the National Collegiate Athletic Association (NCAA) develops and enforces policies (e.g., recruitment, eligibility) for college athletic organizations that are members. The rules that member organizations must follow to continue their affiliation with the governing body help to create a fair "playing field" among all members and protect the integrity of the sport program and the governing body. For example, if all recruits were paid to join a sport team, the colleges with the most financial resources might get the best players and, therefore, create an unfair "playing field." Regulatory bodies might be able to reduce the risk of athlete misconduct by employing strict sanctions on certain behaviors, but the risk is not eliminated. Since there are regulatory bodies at the professional level (e.g., NFL), academic integrity is not always an issue. Institutional governing bodies are needed within each member organization to make sure that employees and players are following the governing bodies' rules.SOURCE: BA:261SOURCE: Parks, J.B., & Quarterman, J. (2003). Contemporary sport management (2nd ed.)

[pp. 272, 278-279]. Champaign, IL: Human Kinetics.


12. DWhat prescription drugs do you take? The Americans with Disabilities Act (ADA) prohibits event planning companies from discriminating against disabled individuals who are qualified to do the job. In order to protect these individuals, the ADA also regulates the type of questions that event planning companies may ask potential employees. Event planning companies may not ask questions about prescription drug usage, specific diseases, treatment for mental health problems, medical histories, etc. These are issues that event planning companies should not consider when hiring employees. However, event planning companies may ask questions to determine if potential employees are able to perform necessary job functions, have the necessary training, and are able to work the required hours.SOURCE: BA:056SOURCE: Dessler, G. (2000). Human resource management (8th ed.) [pp. 48-51]. Upper Saddle River,

NJ: Prentice Hall.

13. D$7,104.90. Sport memorabilia shops usually have a deadline by which they must report and pay to the state the sales tax they have collected from customers. When they miss the deadline, they must pay the tax plus a penalty. In this case, calculate the penalty by multiplying the tax due by the percent of penalty converted to a decimal ($6,459.00 x 10% or .10 = $645.90). Add the tax to the penalty to determine the total due ($6,459.00 + $645.90 = $7,104.90).SOURCE: BA:096SOURCE: Pinson, L., & Jinnett, J. (1996). Steps to small business start up (3rd ed.) [pp. 77-79, 84].

Chicago: Upstart.

14. CAsk the caller, "How may I help you?" This question requires callers to identify the purpose of their calls. It is courteous, since the athletic department employee cannot provide assistance until s/he knows what is needed. Asking, "What did you want?" sounds abrupt and impolite. Waiting for callers to ask questions would waste the athletic department employee's time and that of the caller. Answering promptly with a friendly greeting is a guideline for giving good telephone service, but would not identify the purpose of the call.SOURCE: CO:114SOURCE: Hotel LAP: Answering the Property's Telephone. Marketing Education Resource Center,

1998.

15. ASimple progress. Progress reports often are used to provide the managers of sport/event organizations with brief summaries of information. They are an effective means of keeping managers informed about the status of activities within their departments. Long research reports and detailed annual reports usually provide extensive information in a lengthy format rather than brief summaries. A short biographical report provides information about individuals rather than activities.SOURCE: CO:094SOURCE: McBride, P. (Ed.). (1997). The communication handbook for school-to-work (p. 154).

Cincinnati: South-Western Educational.

16. AThink about what they want to say before they say it. Employees who work in the sport/event industry should be able to express themselves to their coworkers. However, they should always think about what they want to say before saying it so that they do not cause problems or misunderstandings. Legitimate complaints or problems about the job should be discussed with the supervisor, not coworkers. Rumors and gossip should not be passed on to coworkers as they may not be true and could cause harm. A nondirective approach is best in communicating with angry coworkers as it helps to defuse their anger.SOURCE: CO:014SOURCE: Wallace, H.R., & Masters, L.A. (1996). Personality development for work (7th ed.)

[pp. 69-75]. Cincinnati: South-Western Educational.


17. DDecisions about storage. If demand for a sporting good is fluctuating, the company may decide to rent temporary storage space for the product until it has a better idea of what regular demand will be. If a sporting good has a seasonal demand but production goes on all year long, the company will probably own its own warehouse because of the length of time the sporting good must be stored between seasons. The sporting good, itself, determines the special handling that is required. The company size affects the use of computerized inventory control. Demand does not generally affect the regulation of distribution activities.SOURCE: DS:001SOURCE: DS LAP 1—Distribution

18. DProducer to industrial user. This is the direct route most commonly used for large industrial goods since most large industrial goods require installation or special servicing that producers feel they are best qualified to provide. The other alternatives are indirect channels that are less frequently used than the direct channel.SOURCE: DS:055SOURCE: MB LAP 3—Channels of Distribution

19. DSwipe a card on the television/computer to customize what they see and hear. Bandwidth refers to the capacity of communication channels. Bandwidth is expanding due to improvements in fiber optics. This will allow users to personalize television viewing. It will not allow them to participate in televised programming and determine the outcome. Privacy issues will continue to be addressed; however, bandwidth will not assure rights to privacy. Cookies collect data that marketers use to attract advertisers and target promotion.SOURCE: DS:095SOURCE: Kaser, K., & Oelkers, D.B. (2001). Sports and entertainment marketing (p. 204). Mason, OH:

South-Western.

20. BTo have automatic replenishment. This technology enables a stadium gift shop to automatically reorder inventory when it reaches certain levels, thus avoiding shortages and surpluses. Scanning technology gathers all pertinent information at the point of sale. Managing volumes of inventory statistics by employees, counting inventory levels once per year, and manually counting merchandise to determine inventory levels are all features of a manual system of inventory control.SOURCE: DS:054SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2002). Marketing essentials (3rd ed.) [p. 442].

Woodland Hills, CA: Glencoe/McGraw-Hill.

21. DCoercion and unethical. Coercion usually involves force. Unfair use of coercive power is unethical and an all-too-common marketing channel problem. Use of coercion is not illegal unless it is in violation of antitrust laws.SOURCE: DS:059SOURCE: Bearden, W.O., Ingram. T.N., & LaForge, R.W. (2001). Marketing: Principles and

perspectives (3rd ed.) [pp. 310-312]. New York: Irwin.

22. DMerchandise only. Discounts specified on an invoice apply only to the dollar amount of merchandise sold. They are negotiated with the manufacturer of the product and apply to the manufacturer's product. Sales taxes are paid to federal, state, and local agencies and are not negotiable. The entire balance of the invoice is not discounted. Shipping and handling are often handled by a different channel member other than the manufacturer; therefore, the manufacturer is not at liberty to negotiate terms for a shipping company.SOURCE: DS:030SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2002). Marketing essentials (3rd ed.)

[pp. 288-290]. Woodland Hills, CA: Glencoe/McGraw-Hill.


23. BMarketing mix. Although distribution decisions do not necessarily precede other marketing decisions, they must be acknowledged as an important influence on the marketing mix of a sport/event product. Sport/Event products must be available and accessible in order for customers to be able to buy. Product mix, promotional plans, and merchandise plans are also considered in the marketing mix.SOURCE: DS:048SOURCE: Pride, W.M., & Ferrell, O.C. (2000). Marketing: Concepts and strategies (2000e) [p. 351].

Boston: Houghton Mifflin.

24. DType of product. A sport/event business considers several factors when selecting a channel of distribution. One important factor involves the type of product because different channels of distribution are more effective for certain types of products. For example, a direct channel of distribution might work better for perishable products, while an indirect channel would be satisfactory for durable items that have a long shelf life. Sport/Event businesses do not consider the return process, the size of the sales force, or the credit policy when selecting a channel of distribution.SOURCE: DS:050SOURCE: Evans, J.R., & Berman, B. (1997). Marketing (7th ed.) [pp. 420-423]. Upper Saddle River,

NJ: Prentice Hall.

25. APossession. Possession utility is usefulness created when ownership of a product is transferred from the seller to the user. A product cannot be useful until it is purchased from the seller. Convenience is an aspect of place utility which makes products available at the place where they are needed or wanted by consumers. Production is an aspect of form utility which changes the form or shape of a good to make it more useful to the consumer. A product must have form, place, time, and possession utility in order to satisfy customers.SOURCE: EC:004SOURCE: EC LAP 13—Utility

26. AExcise. Excise is a special government tax on certain items, such as gasoline. Government collects several kinds of taxes from sport/event businesses. Sport/Event businesses are responsible for collecting income and social insurance taxes from employees and sales, excise, and duty taxes from customers. Sport/Event businesses pay tax on their income and property, and they also pay fees for licenses and permits. Subsidy is government financial help given to a business. Bonds are interest-bearing certificates issued by government that promise to pay bond owners a certain sum at a specified time. Discount is the amount by which the price of something is reduced.SOURCE: EC:008SOURCE: EC LAP 16—Government and Business

27. DHigher prices. In a monopoly, the seller can control the price of his/her product without concern for competing businesses. This would probably result in higher prices. If monopolies were not controlled but operated without regulation by the government, consumers would have fewer products and businesses from which to choose, and businesses would make fewer product improvements.SOURCE: EC:012SOURCE: EC LAP 8—Ready, Set, Compete!

28. CIncreased labor costs. A drop in productivity can cause inflation in an economy. When productivity decreases, labor costs go up and prices rise. Since people buy less when prices are high, sales decrease and unemployment increases.SOURCE: EC:013SOURCE: EC LAP 18—Productivity


29. CCollective bargaining. Collective bargaining is defined as the negotiating process in which union leaders and sport organization (owner) representatives engage to determine the terms and working conditions to be provided to athletes. Free agency refers to an athlete's ability to renegotiate his/her contract with his/her existing team or with another team. Labor resistance is a general term that might describe an unwillingness to cooperate. Players' unions are formed to protect the rights and interests of players, which does not always include or result in resistance. Competitive advantage is the advantage achieved by a nation from specializing in and producing goods and services at which it is relatively most efficient.SOURCE: EC:053SOURCE: Graham, S., Neirotti, L.D., & Goldblatt, J.J. (2001). The ultimate guide to sports marketing

(2nd ed.) [pp. 302-304]. New York: McGraw-Hill.

30. CPurchasing power. Purchasing power is a consumer's ability to purchase goods and services. The rate of inflation, the percentage of change in price levels, has a major effect on purchasing power because when inflation is high, a dollar will not buy as much. For example, if the rate of inflation increases from last year to this year, $1.00 will buy less this year than it did last year. If inflation increases and incomes stay the same, people will lose purchasing power and not be able to buy the same amount of goods and services. Money supply is the total quantity of money that exists at one time in a nation. The interest rate is the percentage figure used in calculating interest charges. Export quotas are the restrictions on the quantity of goods that can move out of a country.SOURCE: EC:043SOURCE: O'Sullivan, A., & Sheffrin, S.M. (2003). Economics: Principles in action (pp. 342-343). Upper

Saddle River, NJ: Prentice Hall.

31. AAdjust interest rates. A trade deficit is an unfavorable balance of trade in which a nation's imports are greater than its exports. Nations use several techniques to reduce their trade deficits, including adjusting interest rates to keep investments at home. Favorable interest rates encourage businesses to invest their profits in their own countries. Increasing the amount of imports, eliminating tariffs, and decreasing the amount of exports probably would increase a nation's trade deficit.SOURCE: EC:016SOURCE: EC LAP 4—Beyond US

32. CInventory records. Inventory records show the amount and value of the stock on hand and on order. Internal sources of marketing information are those that exist within the sport/event business. Types of internal information include operating records, sales information, inventory records, and personnel information. External marketing information comes from sources outside the sport/event business. These include federal and state planning agencies, sales representatives, trade journals, chambers of commerce, libraries, wholesalers, market-research companies, and industry organizations and their publications.SOURCE: IM:001SOURCE: IM LAP 2—Marketing-Information Management

33. BAnalyze a variety of factors for problem resolution. Marketing decision support systems (MDSS) are computer-based systems that can generate specific reports and statistical information. The data are placed or simulated to reflect a variety of situations that can be used by sport/event organizations to solve problems. For example, a sport/event organization might use a MDSS to track customer purchasing habits in an effort to make appropriate decisions about its products. Because each sport/event organization has different needs, a MDSS is not necessarily used to select reliable data from Internet sources, assign appropriate valuation codes to data, or administer surveys to people who meet qualifications.SOURCE: IM:163SOURCE: Hair, J.F., Jr., Bush, R.P., & Ortinau, D.J. (2000). Marketing research: A practical approach

for the new millennium (p. 183). Boston: Irwin/McGraw-Hill.


34. BClickstream data. Clickstream data provide information about what web sites are accessed, thereby telling e-marketers what advertisements viewers have seen. Clickstream data are stored in cookies on the viewers' hard drives. Direct delivery programs involve writing viewers' own Internet service provider systems, which require knowledge of multiple computer language systems. Text files are developed through the use of word-processing programs and are stored on computer networks, hard drives, and/or software. The use of Internet service providers (ISPs) enables visitors to access the World Wide Web directory or to use a search engine to find company information.SOURCE: IM:246SOURCE: Kaser, K., & Oelkers, D.B. (2001). Sports and entertainment marketing (p. 206). Mason, OH:

South-Western.

35. ADemographic reports. Secondary information is information that has been collected by others for purposes other than the project at hand. There are many types of secondary information available that are useful to the sport/event industry. One type includes demographic reports which indicate population data as well as the physical and social characteristics of the population. The sport/event industry uses this information to identify locations of target markets. Computerized surveys, accounting records, and personal interviews are sources of primary information often collected by the industry.SOURCE: IM:246SOURCE: Mullin, B.J., Hardy, S., & Sutton, W.A. (2000). Sport marketing (2nd ed.) [pp. 87-88].


36. BVerify. To verify information is to research or check factual data for status changes. For example, a baseball team might send a form to all its season ticket holders to verify or update information for the organization's database. The ticket holders might move, which not only changes their physical mailing address, but might also affect their e-mail addresses and telephone numbers. And, if the baseball team does not verify information on a regular basis, it runs the risk of losing money. If the baseball team were to send direct mail to season ticket holders without updated information, they run the risk of having hundreds of pieces returned because the addresses are incorrect. Accuracy or correctness cannot be estimated, administered, or rated; it must verified.SOURCE: IM:186SOURCE: Hair, J.F., Jr., Bush, R.P., & Ortinau, D.J. (2000). Marketing research: A practical approach

for the new millennium (p. 157). Boston: Irwin/McGraw-Hill.

37. CConsumers attend between four and eight concerts per year. Range is the distance between the smallest and largest value in a set of responses. In the example, four was the smallest number of concerts attended, and eight was the largest number. The distance between four and eight is the range. Range is often used to describe the relation between numbers, such as the variation between the number of concerts attended. Mean is the average, such as consumers attend an average of six concerts per year. Mode is the most common response, such as most consumers attend five concerts per year. Median is the exact middle, such as half of all consumers attend more than four concerts per year.SOURCE: IM:191SOURCE: Hair, J.F., Jr., Bush, R.P., & Ortinau, D.J. (2000). Marketing research: A practical approach

for the new millennium (pp. 525-527). Boston: Irwin/McGraw-Hill.


38. DResearch methods. One portion of a marketing report contains a detailed explanation and description of the research methods and how the data were collected. This section should explain what types of secondary data were used and how the primary data were collected (e.g., questionnaire, telephone survey). This section also should provide a description of the questions that were asked and a profile of the people who were surveyed. A detailed description of research methods and data collection procedures adds credibility to the report. Marketing reports do not describe writing styles, outline preliminary costs, or list local regulations.SOURCE: IM:192SOURCE: Hair, J.F., Jr., Bush, R.P., & Ortinau, D.J. (2000). Marketing research: A practical approach

for the new millennium (pp. 613-615). Boston: Irwin/McGraw-Hill.

39. AProduct. Offering a warranty is a product decision in the marketing mix. The price element requires sport/event marketers to determine the amount of money they will ask in exchange for their products. The place, or distribution, element of marketing focuses on considerations in getting the selected product in the right place at the right time. The promotion element of marketing refers to the various types of communications that sport/event marketers use to inform, persuade, or remind customers of their products.SOURCE: IM:194SOURCE: IM LAP 7—Pick the Mix

40. BPsychographic segmentation. Psychographic segmentation groups consumers by lifestyle (interest in running, health products, etc.) and personality (aggressive, passive, etc.). Behavioral segmentation is based on consumers' response to a product. Geographic segmentation is based on where the consumer lives. Demographic segmentation is based on the characteristics people have in common that affect their purchasing power.SOURCE: IM:196SOURCE: IM LAP 7—Have We Met?

41. D$450,500. Hockey teams analyze changes in the market and trends from previous years when developing ticket sales forecasts. If a hockey team's ticket sales have been increasing by 6% on a yearly basis and that amount of growth is expected to continue, the hockey team probably would increase its ticket sales forecast for next year by 6%. In this situation, this year's ticket sales are expected to be $425,000, and the hockey team expects an increase of 6% next year. To determine the ticket sales forecast for next year, multiply this year's ticket sales by the percentage of increase ($425,000 x 6% or .06 = $25,500). Then, add that amount to this year's ticket sales to determine the ticket sales forecast for next year ($425,000 + $25,500 = $450,500).SOURCE: IM:003SOURCE: IM LAP 3—Nature of Sales Forecasts


42. C$47,015. The objectives in a professional soccer team's marketing plan are usually intended to lead to an increase in ticket sales. When preparing its marketing plan, a professional soccer team often establishes the amount it will spend on promotional activities in order to achieve a specific objective. Many sport organizations base the amount spent on promotion on the amount of ticket sales. If the goal is to increase ticket sales by increasing promotion, the soccer team usually will allocate more money for the promotional budget. To determine how much more a professional soccer team will spend by increasing the promotional budget, first calculate the existing budget by multiplying current ticket sales by the percentage spent on promotion ($2,350,750 x 7% or .07 = $164,552.50). Then, calculate the amount if the percentage spent on promotion is increased ($2,350,750 x 9% or .09 = $211,567.50). Next, subtract the current amount from the proposed amount to determine the increase ($211,567.50 - $164,552.50 = $47,015).SOURCE: IM:198SOURCE: U.S. Small Business Administration. (n.d.). Marketing plan components: Marketing objectives

and strategies. Retrieved November 16, 2005, from http://www.sba.gov/starting_business/marketing/marketingobj.html

43. CDefeatist. Defeatists have very low opinions of, and lack confidence in, themselves and others. This general dissatisfaction tends to make them feel very frustrated and alienated. Consequently, they often behave in a rather hostile and immature manner. People who believe they are better than everyone else have a superior attitude. People with a positive attitude focus on the good side of things.SOURCE: IS:003SOURCE: HR LAP 9—Positive Working Relationships

44. DRelations. Human relations is the ways that people form and conduct relationships with one another. Effective human relations are important because interacting with other people is a major part of everyone's life and is especially important when dealing with people in business. Human resources are people who work to produce goods and services. Behavior is the manner in which individuals act or conduct themselves.SOURCE: IS:003SOURCE: HR LAP 1—Human Relations: What, Why, How

45. BSport/Event businesses. Reduced complaints, repeat attendance, and greater profits are normally the results when a sport/event business has a customer-service mindset. Employees may benefit by receiving promotions or raises. Benefits to the sport/event fans (customers) would include having a more satisfactory sport/event experience. Competitors would not benefit from another sport/event business practicing a customer-service mindset.SOURCE: IS:006SOURCE: HR LAP 32—Customer-Service Mindset

46. ARemain positive and pleasant with them. Try to remember that customers are individuals who have their own problems, and their rudeness should not be taken personally. Customers who are rude or disagreeable often are calmed by employees who are courteous and remain positive and pleasant. Staying with them when they don't want help can make matters worse. Being rude or abandoning the customer can lose sales.SOURCE: IS:013SOURCE: HR LAP 21—Handling Difficult Customers


47. ANecessary steps. There are several elements involved in developing a project plan. One element is to determine the goals, or objectives, of the plan. Once the objectives have been established, athletic departments need to identify the specific steps that will be necessary to achieve those objectives. For example, if an objective is to open a new athletic facility, an athletic department will need to research the market in that area, gather information about existing space or building regulations, and analyze the availability of workers. An athletic department will not be able to achieve the objectives of a project plan if it fails to identify the necessary steps. The goals are the objectives of the plan. Athletic departments do not need to identify simple rules or formal systems in order to achieve the objectives of a project plan.SOURCE: MN:153SOURCE: DuBrin, A.J. (2003). Essentials of management (6th ed.) [pp. 112-115]. Mason, OH: South-

Western.

48. COffer to help the employee find another job. You should express gratitude on behalf of the company for the employee's long years of service and explain that changes in technology have eliminated the need for that particular position. Then, offer to help the employee find another job within the event organization or with a similar company. Losing a job after many years of service is a threat in itself. If the position is being eliminated, there is no need to train a replacement. A valued employee who has not been able to keep up with the needs of technology deserves more than just a letter.SOURCE: MN:134SOURCE: Littrell, J.J., Lorenz, J.H., & Smith, H.T. (2000). From school to work (pp. 355-356). Tingley

Park, IL: Goodheart-WillcoxCo., 2000.

49. BReduce anxiety for new employees. An important goal of orientation is to get employees started off right by acquainting them with their surroundings and making them feel comfortable. Only after an employee has performed on the job can the hiring decision be evaluated. Orientation should reduce employee turnover because better satisfied employees are less likely to quit. Determining training needs may be part of job orientation, but it is not a major objective.SOURCE: MN:691SOURCE: MN LAP 44—Orienting New Employees

50. CDecreased personnel costs. Well-trained managers/supervisors are better able to improve and maintain employee morale and to have good working relationships with employees. This reduces turnover which, in turn, reduces personnel costs by saving the company money on recruitment, selection, and orientation of new employees. Training and development should decrease managerial obsolescence and increase performance levels.SOURCE: MN:024SOURCE: MN LAP 50—Manager/Supervisor Training

51. AExpenses. Damage to equipment can be expensive to sport organizations in terms of repair or replacement costs. Athletes who carefully handle equipment help control the sport organization's expenses by preventing damage to equipment that would cost the sport organization additional money. Carefully handling athletic equipment does not control usage, overtime, or theft.SOURCE: MN:016SOURCE: NCSU. (n.d.). Manager’s departmental checklist for employee safety training. Retrieved

November 16, 2005, from http://www.ncsu.edu/ehs/safetyplan/newemplo.pdf.


52. B$750. The house-call option might cost a treadmill company as much as 30% to 50% more per year than a contract without this feature. In this situation, the treadmill company declines the house-call option which adds 30% a year to the base price. To calculate the amount the treadmill company will save over a five-year period, first determine the amount the treadmill company will save each year by multiplying the yearly base price by 30% ($500 x 30% or .30 = $150). The house-call option will add $150 a year to the base price. To determine the savings over a five-year period, multiply the yearly savings by five years ($150 x 5 = $750).SOURCE: MN:159SOURCE: CCH Inc. (n.d.). Service contracts. Business Owner's Toolkit. Retrieved November 16, 2005,

from http://www.toolkit.cch.com/text/P06_4488.asp

53. DBudget. A budget is an estimate of what income and expenses will be for a specific period of time. A professional football organization needs to develop budgets in order to plan how much money will be needed to operate and how much will be available to spend. Professional football organizations use budgets to decide if they will earn sufficient funds to cover all expenses. A policy is a general rule to be followed by company personnel. A chart is a drawing that shows facts or numerical information in an organized way. A survey is a marketing-research method that involves asking consumers questions in order to learn their opinions and the reasons behind those opinions.SOURCE: MN:083SOURCE: Kuratko, D.F., & Hodgetts, R.M. (2001). Entrepreneurship: A contemporary approach

(5th ed.) [pp. 257-261]. Mason, OH: South-Western.

54. D$3,775 increase. Sporting goods stores compare the amounts budgeted for sales and expenses to the actual figures in order to determine if the store is performing as expected. In this example, the sporting goods store's actual sales increased over the budgeted amount, but so did the percentage of revenue that was spent on expenses. To determine if the increases actually resulted in increased or decreased income, first calculate the amount of income in the original budget by multiplying the sales figure by the percent of expenses ($405,000 x 62% or .62 = $251,100). Then, subtract expenses from sales to determine the amount budgeted for income ($405,000 - $251,100 = $153,900). Next, calculate the amount of actual income by multiplying the actual sales by the percent of expenses ($450,500 x 65% or .65 = $292,825). Then, subtract expenses from sales to determine actual income ($450,500 - $292,825 = $157,675). The sporting goods store budgeted $153,900 for income, but the actual amount was $157,675; therefore, the actual amount was $3,775 more than planned ($157,675 - $153,900 = $3,775).SOURCE: MN:063SOURCE: U.S. Small Business Administration. (n.d.). Budgeting in a small business. Retrieved

November 17, 2005, from http://www.sba.gov/library/pubs/fm-8.txt

55. APhysical/Social characteristics of the population. Demographics include such factors as gender, age, marital status, educational level, home ownership, and race. These factors are useful in segmenting the market. Economic conditions, trends, and government regulations are environmental factors that professional sport organizations, such as hockey teams, must study.SOURCE: MN:035SOURCE: MN LAP 43—External Planning Considerations

56. DFind out what went wrong. Not all goals can be achieved. When you don't reach a goal, look for the reason; don't blame it on someone else. You may need to adjust your goal or set a new one, but don't give up goal-setting because of a single failure. Congratulate yourself when you reach a goal.SOURCE: PD:018SOURCE: HR LAP 6—Goal Setting


57. ALowering. Modern technology has enabled some sporting goods manufacturers to create quality products that are inexpensive to produce. As a result, the sporting goods companies can charge lower prices for these products. As the technology improves, the quality of some of the sporting goods increases, and the prices decrease. The use of technology often lowers prices rather than increasing, maintaining, or fixing them.SOURCE: PI:016SOURCE: Evans, J.R., & Berman, B. (1997). Marketing (7th ed.) [p. 584]. Upper Saddle River, NJ:

Prentice Hall.

58. BThere are many kinds of selling prices for sport/event goods and services. Selling price is usually thought of as the dollar figure shown on the price tag of such products as concert tickets, stadium concession foods, athletic apparel, or athletic equipment. Most professional sport/event organizations need to set selling prices for items such as tickets, and licensing rights to use their logos. It is not an easy process for a sport/event business to determine the best selling price for its products because many factors must be considered. Selling prices fluctuate rather than staying the same.SOURCE: PI:002SOURCE: PI LAP 3—Factors Affecting Selling Price

59. CPenetration. Penetration pricing refers to setting prices lower than those of the competition. Sport/Event marketers mainly use it to introduce a new product or to gain a greater share of the market. Price skimming refers to setting prices higher than those of the competition. Smoothing refers to grouping a sport/event product into different segments for customers. Stretching is not a pricing strategy.SOURCE: PI:047SOURCE: PI LAP 7—Gauge Your Prices

60. BProduct/Service management. Product/Service management includes obtaining, developing, maintaining, and improving a product or service mix in response to market opportunities. This can include generating ideas for the product, developing a model of the product, and test marketing the new product. Product life cycle is the stages through which goods and services move from the time they are introduced on the market until they are taken off the market. Risk management is a business function that involves the planning, controlling, preventing, and procedures used by management to limit business losses. Marketing-information management involves gathering, accessing, synthesizing, evaluating, and disseminating information for use in making business decisions.SOURCE: PM:001SOURCE: PP LAP 5—Product/Service Planning

61. DHow can we make the public aware of our product? In the introductory stage of the product life cycle, the most important focus for a sport/event business is to draw attention to its product. Without awareness, sales cannot occur and the product/business cannot gain market share. A sport/event business wouldn't consider taking a product off the market immediately after it is introduced. Regionalizing and modernizing the product are considerations for products that are in the decline stage of the product life cycle.SOURCE: PM:024SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2002). Marketing essentials (3rd ed.) [p. 557].

Woodland Hills, CA: Glencoe/McGraw-Hill.


62. DQuantity. Quantity standards establish specifications used to measure the amount of work produced. They are common in sport/event industry. For example, production managers specify the minimum number of tennis balls or hockey sticks to be produced each hour, day, or month by individual workers or groups of workers. Sales managers establish the number of prospects that sales representatives must contact daily or weekly. Capacity measures the ability to hold something. Activity is action or movement. Utility is usefulness.SOURCE: PM:019SOURCE: PM LAP 8—Grades and Standards

63. BGuarantee. A guarantee is a promise made by the seller to the consumer that the seller will refund the consumer's purchase price if the product does not perform as expected. Promising to refund customers' money if they are not satisfied with the clothing they purchase is an example of a guarantee. Guarantees are given for both goods and services. However, a warranty usually applies only to goods and is a promise made by the seller to the consumer that the seller will repair or replace a product that does not perform as expected. A rebate is a return of part of the price a customer pays for a good or service; usually offered by the manufacturer. Although stores often explain their guarantee policies, the policy of providing the refund is not an explanation.SOURCE: PM:020SOURCE: PP LAP 4—Warranties and Guarantees

64. DProtection. Consumer protection is all the efforts to safeguard consumers from any kind of injury they might suffer in the process of purchasing and/or using consumer products. The warning label would help consumers to use the bicycle helmet in the safest way. Producers cannot transfer product liability to consumers. Insurance is purchased by businesses and individuals to provide protection from losses.SOURCE: PM:017SOURCE: PP LAP 7—Consumer Protection in Product Planning

65. CStatesville Recreation Complex. Statesville Recreation Complex is a sport/event venue, a building or place where sport events occur. Statesville Sporting Goods is also a building, but it's a store, not a venue where sport events occur. The Statesville Annual Marathon is a sport event, and its "venue" is most likely the streets of Statesville. The Statesville Jazz Festival is a nonsport event. Even though it might take place in the Statesville Recreation Complex, the Jazz Festival is not a venue itself.SOURCE: PM:079SOURCE: PM LAP 15—More Than a Ticket

66. DItem. Items are distinguished by any feature that makes one item different from another, such as size, style, brand, price, color, materials, etc. Product mix refers to the assortment of products a sport memorabilia shop offers. Product width refers to the number of product lines carried by a company. A product line is a group of related product items.SOURCE: PM:003SOURCE: PP LAP 3—Product Mix

67. BProduct bundling. Product bundling involves combining several goods and services and offering them to customers as one product. Usually, the bundled products are offered for one, all-inclusive price. Offering a "fan" package that includes hockey tickets, food, and a signed photo of the team goalie is an example of product bundling. In the sport/event industry, it is common to develop "fan" packages to increase ticket sales. Offering a "fan" package is not an example of price positioning, individual selling, or target advertising although sport/event organizations might target the package to a specific audience.SOURCE: PM:041SOURCE: Kotler, P., & Armstrong, G. (1999). Principles of marketing (8th ed.) [pp. 333-334]. Upper



68. AOffering extra services builds customer loyalty. Providing gift wrapping services for customers is always a good idea. Customers appreciate it because it makes their lives easier. If at all possible, it is also a good idea to provide it as a free service because this and other services distinguish the specialty sporting goods store from its competitors and to help build customer loyalty. While receiving extra services is important to customers, there is no evidence to suggest that gift wrapping is the most important thing. While customers often expect and often demand that specialty sporting goods stores provide extra services, they do not assume this will happen in all shopping situations. Therefore, they are pleasantly surprised when they receive such services—especially when they are free. Specialty sporting goods stores should not secretly charge for other things to make up for providing free services. All charges should be made openly and fully disclosed to the customer.SOURCE: PM:036SOURCE: Bond., R. (2001). Retail in detail: How to start and manage a small retail business (2nd ed.)

[pp. 90-91]. Newburgh, NY: Oasis Press.

69. DCompete. Sport/Event businesses often position their products to compete successfully with other, similar products. Saying that they try harder because their products are not number one is a way of positioning products to compete. The goal is to make the product stand out and draw attention to the fact that, although the product is the same as competitors' products, the sport/event business will try harder to satisfy customers. A sport/event business saying it tries harder is not using product positioning to motivate, organize, or upgrade.SOURCE: PM:042SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (2002). Marketing essentials (3rd ed.)

[pp. 559-561]. Woodland Hills, CA: Glencoe/McGraw-Hill.

70. BCustomers will bypass other brands because they are brand loyal and will buy only the desired brand. Customers develop brand loyalty—a relationship with or preference for a particular brand—through repeated, positive experiences. When customers refuse all other brands except the single brand they want, brand insistence exists. A golf ball manufacturer tries to cultivate brand insistence in customers so that they will repeatedly purchase their products and will not be tempted to try something different. When customers demonstrate brand insistence, it does not mean that golf ball manufacturer will no longer have to market themselves or advertise. The marketplace is dynamic, ever-changing, and highly competitive. The golf ball manufacturer must nurture its customer relationships and communicate with their customers on an ongoing basis in order to preserve their loyalty. Likewise, even when customers are brand insistent, it does not mean that the golf ball manufacturer's touch points, or opportunities to interact with customers, can be left to chance. Golf ball manufacturers must nurture relationships with even the most loyal customers with just as much passion as they attempt to woo new ones. While a golf ball manufacturer would be pleased to have customers select their brand in any kind of research, that is not why they want to develop customers who are brand insistent. The proof of unwavering brand loyalty is in the depth and breadth of the relationships with those customers, which translates into ongoing sales for the golf ball manufacturer.SOURCE: PM:021SOURCE: PM LAP 6—It's a Brand, Brand, Brand World!

71. BBrand awareness. Brand is defined as all the combined impressions and experiences associated with a particular person, company, organization, good, or service. A team name, mascot, and logo are some of the physical images that create brand awareness or recognition among the public. Market segmentation is the division of a total market into smaller, more specific groups. Financial accountability refers to the level of responsibility an business exhibits in terms of money. Image extension is not a widely used term to describe the nature of branding in the sport/event industry.SOURCE: PM:141SOURCE: Shank, M.D. (2002). Sports marketing: A strategic perspective (2nd ed.) [p. 265]. Upper



72. ACross train. When employees are taught to perform other people's jobs, they can step into action when things get crazy. Giving a reward to employees who stand around and do nothing while customers become agitated is bad business. Promotions are deserved when employees demonstrate an ability to perform at a higher level of responsibility within the company. Employees should not be congratulated for failing to provide customer service.SOURCE: PM:013SOURCE: PM LAP 1—Customer Service Supersized!

73. ABrand has unique characteristics that are important to some buyers. Exercise equipment companies often position a product or brand to avoid competition by appealing to the target market with uniqueness or what makes the brand different. Direct competition is the usual strategy to follow when competing products are very similar, the price of the product is lower, or the price and quality are higher than the competition.SOURCE: PM:043SOURCE: Pride, W.M., & Ferrell, O.C. (2000). Marketing: Concepts and strategies (2000e)

[pp. 284-285]. Boston: Houghton Mifflin.

74. CStorage space and hospitality options. Because sport/event venues have different needs, organizers and promoters consider several factors when inspecting a facility for use. For example, a high-tech rock concert might require a lot of storage space for lighting, costumes, and musical instruments. The availability of hospitality options (e.g., rooms, restaurants) to accommodate VIPs and hold press parties might also be factors for promoters to consider when they are inspecting facilities. Other considerations might include concessions, equipment availability (e.g., lighting), and load-in time. Load-in time refers to the time needed to set up equipment, banners, and other items for the concert. Ticket design, advertising costs, and sponsorship costs are usually not considerations when conducting a physical on-site inspection.SOURCE: PM:145SOURCE: Supovitz, F. (2005). The sports event management and marketing playbook (pp. 104-109).

New York: John Wiley & Sons.

75. DForeign customs. When developing a brand, sport/event businesses need to consider the likelihood of doing business internationally. If this is a possibility, they need to determine how compatible their brands will be with foreign customs and cultures, as well as how their brand name will translate into foreign languages. Whether foreign customers like to shop or how many credit cards are issued in foreign countries are not brand considerations for doing business internationally, although these factors may weigh into more fundamental business decisions. Sport/Event businesses should not consider whether their brands can possibly change foreign cultures. Instead, they should try to fit into and complement foreign cultures.SOURCE: PM:126SOURCE: PM LAP 10—Building Your Business's Brand

76. CInform. Many sport/event companies use promotion to inform customers about their products or to show how their goods and services can be used. Promotion should never be used to deceive, delude, or lie to customers in any way. If the customer is intimidated or overwhelmed by promotion, s/he is not likely to buy the good or service.SOURCE: PR:001SOURCE: PR LAP 2—Promotion


77. DHolding a contest. Sales promotion is promotional activities other than advertising, personal selling, and publicity that stimulate customer purchases. Other examples of sales promotion include premiums, coupons, and free samples. Publicity is a nonpersonal form of promotion that is not paid for by the company or individual that benefits from it. Running a newspaper ad is advertising. Personal selling is a form of promotion that uses planned, personalized communication in order to influence purchase decisions and enhance future business opportunities.SOURCE: PR:003SOURCE: PR LAP 1—Promotional Mix

78. CA newscast teaser televises graphic film clips of an athlete's car accident during prime-time viewing. Television affiliates often promote their newscasts by airing short film clips of upcoming news stories for the purpose of enticing viewers to watch the newscast. Societal standards often dictate what is considered unethical behavior. Exposing children to graphic film clips of an athlete's car accident during the hours in which many youngsters view television can frighten young children. Broadcasting such images is often considered distasteful and unethical. The ethical dilemma occurs because viewers often believe the television station uses dramatic techniques to increase ratings while disregarding the children's feelings. A commercial portraying kids wearing brand-name athletic shoes is not unethical. Announcing upcoming concerts does not necessarily create unethical issues. An ethical issue might occur if the band has a notorious reputation for drug abuse and unacceptable behavior. A teen magazine that publishes advertisements of girls modeling sportswear does not necessarily create an ethical situation for children. An unethical situation might occur if the girl was modeling revealing clothing.SOURCE: PR:099SOURCE: Zikmund, W., & d'Amico, M. (2001). Marketing: Creating and keeping customers in an

e-commerce world (7th ed.) [p. 513]. Mason, OH: South-Western.

79. ADisplay advertisement. Considered the most effective type of newspaper advertising, display advertisements may include one or more elements such as illustrations, headlines, copy, and white space. Concert promoters frequently use display advertising to promote upcoming concerts and events. Classified advertisements are commonly known as "want ads." Classified display ads are found in the classified advertising section but resemble display ads since they include special typeset or illustrations. Special advertisements are designated as "notices." Some of the most familiar are public and legal notices.SOURCE: PR:007SOURCE: PR LAP 3—Types of Promotional Media

80. BLayout. Layout combines the ad's headline, illustration, copy, and business identification in a way that directs the viewer's eye through the ad. Illustration is a photograph, drawing, painting, or graphic such as a chart, table, or graph. Copy is the text of an advertisement that delivers the sales message. A logotype is a design or symbol used to identify a business.SOURCE: PR:014SOURCE: PR LAP 7—Parts of Print Ads

81. DCopy. Copy is the written part of the advertisement. The logotype, which could be a trademark, is a symbol that distinguishes or identifies a particular business. The headline is used in advertising to attract attention and usually appears in bolder type before the copy. The illustration is a picture or drawing.SOURCE: PR:016SOURCE: PR LAP 9—Preparing Print Ad Copy


82. DVarious databases. A database is a computerized collection of information. Sport/event marketers often obtain a variety of information about customers, such as age and occupation, and maintain this information in a database. Then, the sport/event marketers can manipulate the data to segment customers into specific categories such as families with children, people who live in California, or people who earn more than $75,000 a year. By segmenting customers, sport/event marketers can then determine the advertising medium that would most effectively reach a particular segment. For example, families with children might be more likely to read newspaper ads that offer discounts, while people who earn high incomes might be more likely to read magazine ads that promote expensive goods. Telemarketing is an advertising medium that utilizes telephone service to promote a product. Pull strategies are promotional techniques used to attract customers. Direct selling is face-to-face selling.SOURCE: PR:091SOURCE: Arens, W.F. (1999). Contemporary advertising (7th ed.) [pp. 281-282]. Boston:

Irwin/McGraw-Hill.

83. AWMEA: 2 spots @ $500 each and GRP of 56. WMEA is most cost effective with CPRP of $17.85. In order to determine which radio station is the most effective, it is necessary to calculate the cost per gross rating point (CPRP) for each station. Divide the cost of two spots by the number of GRP's (2 x $500 = $1,000; $1,000 ÷ 56 = $17.857 or $17.86). All of the other stations have higher CPRP's.SOURCE: PR:009SOURCE: PR LAP 6—Calculating Media Costs

84. BInteractive. An interactive relationship occurs when both parties exchange information with one another in a truthful, direct manner. When both parties engage in interactive communication over time, the trust and goodwill grow. Exclusive relationships involve limited communication with outside parties. Sport/Event marketers who exhibit preferential treatment to specific members of the media can destroy trust and reduce the feelings of goodwill with other members of the media. Comprehensive is a general term that is defined as complete or absolute. Reactive means to respond to a question or allegation.SOURCE: PR:185SOURCE: Mullin, B.J., Hardy, S., & Sutton, W.A. (2000). Sport marketing (2nd ed.) [p. 320].


85. BTheir customers' needs. Regardless of whether a company is sponsoring a sports or entertainment event, the company needs to know their customers' needs so that it can communicate effectively with them. Being able to distinguish between sports and entertainment is not essential for business success. Companies should rely on legal counsel to explain complex contracts. Companies can sponsor sports events without knowledge of each team's strategies.SOURCE: PR:175SOURCE: PR LAP 17—Scoring Customers Through Sponsorships

86. CAmbush marketing. Ambush marketing is a promotional technique whereby a nonsponsoring business tries to associate with an event in order to gain recognition as a sponsor. There are many strategies businesses can use to engage in ambush marketing. One strategy involves associating with or sponsoring a specific athlete, performer, or team. Sponsoring a person or team is often less expensive than sponsoring a large event such as the Olympics. When a nonsponsor places advertising during a high-profile event and makes an association (e.g., congratulating a medal winner) with someone or something related to the event, it is engaging in ambush marketing tactics. Sales promotion refers to promotional activities other than advertising, personal selling, and publicity that stimulate customer sales. Copyright infringement refers to individuals or organizations that use copyrighted material and are not authorized to do so. Sponsorship is an agreement that allows a company to pay a fee to a team or an event for the right to affiliate itself with that team or event.SOURCE: PR:198SOURCE: Mullin, B.J., Hardy, S., & Sutton, W.A. (2000). Sport marketing (2nd ed.) [p. 370].



87. AGenerate more revenue. Advertisers pay a certain dollar amount based on how large of an ad they put into the event program. Sometimes, this money is far beyond what the organization needs to break even on the cost of publishing the program. People are not motivated to buy a program because of the advertisements that appear on the inside. However, this could be accomplished by including sweepstakes numbers for prize drawings. The team is promoted through the athlete profiles, statistics, rules, and photographs that appear in the program. Because a program that contains advertisements usually has more pages, it will actually cost more money to print. However, the revenue generated from the advertisements can help to cover the printing costs.SOURCE: PR:142SOURCE: Mullin, B.J., Hardy, S., & Sutton, W.A. (2000). Sport marketing (2nd ed.) [p. 193].


88. CPublic relations. Public relations is a career that involves dealing with controversial public issues that are related to a company or its products. The primary goal of a sporting goods manufacturer's public relations efforts is to create or enhance its image. To create a particular image, public relations departments might sponsor community events, support charitable organizations, or send newsletters to its various constituents. Environmental issues that directly relate to the business are often addressed. For example, a sporting goods manufacturer that uses a production process that creates a lot of waste might support organizations that are involved in recycling or waste-management research. Direct mail is a form of advertising that comes to consumers' homes and businesses. Personal selling is a form of promotion that determines client needs and wants and responds through planned, personalized communication that influences purchase decisions and enhances future business opportunities. Cooperative advertising refers to the funds that businesses provide their customers to help pay for their customers' advertising expenses. Although direct mail, personal selling, and cooperative advertising are important elements in the promotional mix, these types of activities do not always address environmental issues.SOURCE: PR:073SOURCE: Evans, J.R., & Berman, B. (1997). Marketing (7th ed.) [p. 514]. Upper Saddle River, NJ:

Prentice Hall.

89. ATwo-way communication. Salespeople use two-way communication to determine customer needs so that they can suggest appropriate products. This communication process helps to clarify in customers' minds exactly what their needs are. The overall role of selling includes adding utility, increasing employment, and promoting competition.SOURCE: SE:017SOURCE: SE LAP 117—Selling

90. BSend special-occasion cards. Following up with customers is a way of showing appreciation and providing good service. Successful salespeople know that their customers are important and that the relationship must be continually developed. Periodically thanking customers is one way of showing appreciation. There are many ways to let customers know they are valuable such as sending cards on special occasions, writing brief notes, sending newspaper articles that may be of interest to them, or calling with ideas for solving problems. Salespeople should avoid making unexpected visits or carrying on long conversations because it wastes the customers' time. Giving elaborate gifts would be inappropriate and may even offend some customers.SOURCE: SE:076SOURCE: Futrell, C.M. (1999). Fundamentals of selling: Customers for life (6th ed.) [pp. 408-410].

Boston: Irwin/McGraw-Hill.


91. BHaving an interested expression. When meeting with customers, conscientious salespeople offer their full attention and respect. They never interrupt the client, and the expression they display is one of interest. They show a sense of humor by making a few jokes and/or laughing at customers' jokes. They display tact by not discussing religion and politics. Doing favors for customers helps to build a clientele but is not an indication of paying close attention.SOURCE: SE:828SOURCE: SE LAP 115—Building Clientele

92. BProvides customers with product information. Computer technology makes it possible for sport/event organizations to develop web pages that are located on the World Wide Web. Many sport/event organizations have developed web pages for their businesses that contain a variety of information, such as product information (e.g. ticket sales, merchandise), that is useful to customers. The customers can access the sport/event organization's web page to find out what products are for sale for what price, and where the products can be purchased. Some sport/event organizations' web sites even allow customers to place orders online, which has a positive effect on the sport/event organization's sales. Many sport/event organizations have web pages as well as a sales force, although some sport/event organizations sell entirely online. However, more traditional sport/event organizations still need a sales force to meet with customers. Having a web page does not mean that a sport/event organization can charge higher prices for its products. A sport/event employee's specific job responsibilities determine if s/he needs to access the sport/event organization's web pages on the Internet to complete work-related tasks. SOURCE: SE:107SOURCE: Futrell, C.M. (1999). Fundamentals of selling: Customers for life (6th ed.) [pp. 188-189].


93. DConvenience. The fact that a hand-held game (e.g., Game Boy) is small and portable makes it convenient. Battery-operated is a feature, which makes it convenient. Warranty is a feature whose benefit could be a savings of money if it breaks. Brand name is a feature that suggests reliability.SOURCE: SE:188SOURCE: Farese, L.S., Kimbrell, G., & Woloszyk, C.A. (1997). Marketing essentials (2nd ed.)

[pp. 175-176]. New York: Glencoe/McGraw-Hill.

94. DDirect mail. Direct mail is defined as a promotional medium that comes to consumers' homes and businesses. A sport/event organization that keeps detailed records about season ticket holders can use the information to develop a mailing list to send out ticket application forms. Although direct mail can be expensive, it is less expensive than personal selling. Personal selling is a form of promotion that determines client needs and wants and responds through planned, personalized communication that influences purchase decisions and enhances future business opportunities. As an event or experience, the sport product is perishable and intangible. Therefore, a product demonstration is not an appropriate selling method. A distribution outlet (e.g., Ticketmaster) is an intermediary that sells tickets for the sport/event organization. Distribution outlets are often used to purchase tickets by occasional attendees rather than season ticket holders.SOURCE: SE:315SOURCE: Mullin, B.J., Hardy, S., & Sutton, W.A. (2000). Sport marketing (2nd ed.) [pp. 231-238].



95. BBuilds confidence. One reason why it is important to prepare for sales presentations is because it gives sport/event salespeople confidence in themselves. The more they know about their products and the customer, the more confidence they have and the better prepared they are to make an effective presentation that will lead to a sale. Being prepared builds confidence, and confident sport/event salespeople portray that feeling to customers. Preparing for sales presentations does not promote understanding, develop feedback, or establish contact.SOURCE: SE:067SOURCE: Futrell, C.M. (1999). Fundamentals of selling: Customers for life (6th ed.) [pp. 235-236].


96. DBe sincere and friendly. Each client is different and should be treated as an individual; but all customers should be approached in a friendly, respectful, courteous manner. Customers need to sense that the sporting goods salesperson is really interested in helping to satisfy their needs. The approach can only focus on the product if the customer is examining or looking at a particular product. The approach should be prompt, but the sporting goods salesperson should not pounce on the customer immediately.SOURCE: SE:110SOURCE: SE LAP 101—Opening the Retail Sale

97. CInquiry. Inquiry is the method of handling objections in which the salesperson asks questions of customers to enable customers to answer their own objections. The questions also allow the salesperson to learn more about what features and benefits the customers want in a product. Deny it is the method of handling objections in which the salesperson directly denies the customer's objection. Yes, but . . . is the method of handling objections in which the salesperson tactfully acknowledges an objection and then courteously answers the objection without directly contradicting the customer. Try it! is the method of handling objections in which the salesperson allows the customer to actually try out the product before buying it.SOURCE: SE:874SOURCE: SE LAP 100—Converting Objections

98. ATrading-up. Trading-up is appropriate when a higher priced product (e.g., golf club set) is more likely than a less expensive product to meet the customer's real needs. Trading-up is often used in suggestion selling, which is a sales technique in which the salesperson attempts to increase the customer's purchase by suggesting additional products after the original decision to buy has been made. Stockpiling is maintaining a large inventory of goods. Substitute selling suggests an item to take the place of merchandise which is not available.SOURCE: SE:875SOURCE: SE LAP 110—Using Suggestion Selling

99. BCover pre-event expenses. By selling tickets for sport/events in advance (e.g., season ticket holders, groups), sport/event organizations obtain revenues before the sport/event occurs. These revenues can be used to cover pre-event or preseason expenses such as purchasing supplies, printing costs, and personnel salaries. Not all sport/event organizations sell general admission tickets. Advance ticket sales do not necessarily reduce ticket scalping activities or decrease operational costs to run the organization.SOURCE: SE:317SOURCE: Supovitz, F. (2005). The sports event management and marketing playbook (p. 301). New

York: John Wiley & Sons.


100. DSponsorship objectives. Sport/Event organizations often qualify their sponsorship prospects so they do not expend energy appealing to businesses that will mostly likely not consider sponsorship options. To determine if a business is a potential sponsor, the sport/event organization often looks to the business's sponsorship history (e.g., who, when, how much). When developing sponsorship relationships, it is important for the sport/event organization and sponsors to have compatible images and goals. Therefore, it is important for the sport/event organization to understand the potential sponsors' sponsorship goals. Sponsors do not always manufacture or produce goods. Financial policies are the rules that employees must follow regarding company financial matters. Quantity standards are the established specifications used to measure the amount of work produced.SOURCE: SE:324SOURCE: SponsorVision. (2002). Professional sponsorship selling handbook (p. 21). Tacoma, WA:

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