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.
Action Images / John Sibley
