European Sponsorship Association

Promoting best practice and raising industry standards in sponsorship activities

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You are here: ESA home / Sales Certificate / Syllabus

Syllabus

Three DIGITAL-only intakes per year from 2023: January, June and September – next course starts June

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
    • Latest ESA Newsletter
    • Our News
  • membership
    • Membership
      • Apply
      • Benefits
      • Testimonials
      • Our Members
        • Suppliers
      • Member get member initiative
      • ESA Code of Conduct
    • ESA Member Login
    • ESA Associate
  • resources
    • Case Studies
    • Industry Reports, Studies & Good Practice Guides
    • Sponsorship Market Overviews
    • Media Group Resources
    • Policy Papers
    • Presentations
    • Videos & Webinars
    • ESA news
    • Industry and Member News
    • ESA Archives
  • blog
  • events
    • Events Diary
    • ESA Member Round Tables
    • Past ESA Events
    • 2023 ESA Awards
      • 2023 Awards Home
        • Shortlist
        • ESA Best of Europe
        • Ceremony
        • Judges
        • About the Awards
        • Partners
      • Previous Awards
        • Case Studies
        • Winners
        • Photos
        • Videos
  • qualifications
    • Overview
    • ESA Diploma
      • #ESAdiploma Home
      • Introductory Session
      • Dates
      • Syllabus
      • How it Works
      • FAQ
      • Brochure
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      • Graduates
      • ESA Diploma scholarship
      • Enrolment, Fees and T&C’s
      • Photos
      • Our Partners
    • ESA Sponsorship Sales Certificate
      • #ESASSC Home
      • Dates
      • Syllabus
      • FAQ
      • Brochure
      • Testimonials
      • Graduates
      • Enrolment, Fees and T&Cs
      • Our Partners
    • ESA Leaders Programme
      • #ESALP Home
      • Introductory video
      • Testimonials
      • FAQ
      • Syllabus
      • e-Brochure
      • Enrolment, Fees and T&C’s
      • Dates
  • 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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