European Sponsorship Association

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You are here: ESA home / Sales Certificate / Syllabus

Syllabus

April course underway, June DIGITAL course starts 28th May!

8 modules delivered in 4 sessions

The eight ESA Sponsorship Sales Certificate modules are delivered across four sessions, presented by Catherine Hawkins, Founder of Think!Sponsorship. They cover the topics and techniques identified below and the course culminates in a formal assessment to accredit participants as best practice sponsorship sales practitioners. The assessment sees attendees respond to a brief that tests proficiency in written and oral sponsorship sales and presentation skills.

Session 1

Seminar One: Understanding sponsorship and its role in the marketing mix. Trends and market overview
Seminar Two: Developing your sponsorship proposition

Session 2

Seminar Three: Proposal development
Seminar Four: Pricing and Negotiation Skills

Session 3

Seminar Five: Selling your audience
Seminar Six: Prospecting

Session 4

Seminar Seven: Presenting
Seminar Eight: Closing Techniques and Sponsorship Contracts

Formal Assessment

Participants are asked to respond to a brief as part of their formal assessment and have two weeks to prepare their materials in advance of a presentation to the assessment panel. Final accreditation is split evenly across participants’ ability to demonstrate both written and oral skills.

Further details of this formal assessment can be found in ‘How is the course assessed?’ in our course FAQ section.

NB: This syllabus is subject to change; details will be regularly updated.

Pr Shoot - Think! Sponsorship PR Shoot - Rich Mix, London - 29/5/12 Think! Sponsorship Conference Mandatory Credit: Action Images / John Sibley

Action Images / John Sibley

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  • home
  • about
    • About ESA
    • Our History
    • ESA Leadership
    • ESA Team
    • Corporate Responsibility
    • ESA Working Groups
      • Policy
      • Media Group
      • National Representatives Workstream
    • Our News
  • membership
    • Benefits of ESA Membership
    • Membership levels explained
    • Our Members
    • ESA Code of Conduct
    • Apply for ESA Membership
    • Member get member initiative
    • 2020 Annual ESA Newsletter
    • ESA Member Testimonials
    • ESA Associate
    • ESA Member Login
  • resources
    • Case Studies
    • Industry Reports, Studies & Good Practice Guides
    • Sponsorship Market Overviews
    • Media Group Resources
    • Policy Papers
    • Presentations
    • Videos & Webinars
    • Industry and Member News
    • ESA Archives
  • blog
  • events
    • Events Diary
    • ESA Member Round Tables
    • Past ESA Events
    • ESA Awards
      • Awards Home
      • Case Studies
      • 2021 Winners & Shortlist
      • ESA Best of Europe
      • Previous Winners
      • Judges
      • Partners
      • Ceremony
      • Categories
      • FAQ & Dates
      • How to Enter
        • Rules of Entry
        • Entry Forms
        • Entry Payment
        • Webinar
      • Photos
      • Videos
  • qualifications
    • Overview
    • ESA Diploma
      • ESA Diploma Home
      • Introductory Session
      • Syllabus
      • Dates
      • Enrolment, Fees and T&C’s
      • How it Works
      • FAQ
      • Graduates
      • Testimonials
      • Our Partners
      • Videos
      • Photos
    • ESA Sponsorship Sales Certificate
      • Selling Sponsorship Home
      • e-Brochure
      • Enrolment, Fees and T&Cs
      • Dates
      • Syllabus
      • FAQ
      • Our Partners
      • Testimonials
      • Student Login
    • ESA Practical tools for navigating C-19
      • Practical tools Home
      • Course Leader
      • Enrolment, Fees and T&Cs
    • ESA Leaders Programme
      • ESA Leaders Programme Home
      • e-Brochure
      • Syllabus
      • Dates
      • Enrolment, Fees and T&C’s
      • FAQ
      • Our Partner
      • Testimonials
      • Introductory video
  • careers
    • Careers Home
    • Five key takeaways from ESA’s careers masterclass
    • Find a Career in…
      • Sports/ Entertainment Sponsorship
      • Sports Marketing
      • Events
    • Roles & Responsibilities
    • Choosing your Career
    • Top Tips
    • Industry Jobs
  • contact
  • login
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