Sports & Entertainment ManagementCategory: Collaborative Objective Test & Team Performance (Role Play)
Type: Individual or Team
Two (2) parts: an objective test and interactive role play or presentation. A 60-minute objective test will be administered onsite at the NLC. Team competitors will take one (1) objective test collaboratively.
Objective Test Competencies: Sports and Entertainment Marketing/Strategic Marketing; Facility and Event Management; Human Resource Management (Labor Relations); Promotion, Advertising, and Sponsorship for Sports and Entertainment Industry; Financing and Economic Input; Planning, Distribution, Marketing, Pricing, and Selling Sports and Entertainment Events; Sports Law; Communication in Sports and Entertainment (Media); Ethics; Licensing; Sports Governance; Careers; Marketing/Management Information Technology and Research; Leadership and Managing Groups and Teams in the Sports and Entertainment Industry; Management Strategies and Strategic Planning Tools; Basic Functions of Management
Case: A problem outlining the understanding and awareness of sports and entertainment issues within today’s society.
- Two (2) 4"x6" note cards will be provided to each competitor and may be used during event preparation and performance. Information may be written on both sides of the note cards. Note cards will be collected following the presentation.
- No additional reference materials allowed.
- Turn off all electronic devices.
- Individuals/teams should introduce themselves, describe the situation, make their recommendations, and summarize their cases.
- If participating as a team, all team members are expected to actively participate in the performance.
- All questions raised in the case must be addressed during the presentation.
- Objective test scores will be used to break a tie.
- Final performances are not open to conference attendees.
- Five (5) points are deducted if competitors do not follow the dress code.
- Five (5) points may be deducted for not following guidelines.
Fifteen (15) competitors/teams—or an equal number from each section in the preliminary round—will advance to the final round. When there are more than five sections of preliminary performances for an event, two competitors/ teams from each section will advance to the final round.
In the case of team events, all team competitors are expected to actively participate in the performance.
Competitors cannot be replaced or substituted for prejudged events with the exception of the chapter events—American Enterprise Project, Community Service Project, and Partnership with Business Project.
All competitors must comply with the FBLA‑PBL dress code.
Prejudged materials and résumés will not be returned.
- The following will be provided for the final round of technology presentation events that allow viewing: screen, power, table, and projector. It is up to final round competitors to decide if they wish to use the provided technology.
- Competitors utilizing Apple products or other devices that do not have a VGA port or HDMI will need to provide their own adapters.
- Internet access will be provided for:
- 3-D Animation
- Coding & Programming
- Computer Game & Simulation Programming
- Digital Video Production
- Electronic Career Portfolio
- Mobile Application Development
- Public Service Announcement
- Social Media Campaign
- Website Design
- Internet access may not be WiFi, so competitors should plan appropriately when selecting laptops/tablets on which to present.
- Demonstrate excellent verbal communication.
- Display effective decision-making and problem-solving skills.
- Express self-confidence and poise.
- Work well as a team when applicable.
- Exhibit logic and systematic understanding.
- Conduct a professional business presentation.
- Answer questions effectively (when applicable).
Penalty Points Deducted by Judges
- Five (5) points are deducted if competitors do not follow the dress code.
- Five (5) points may be deducted for presentations over the allotted time.
- Five (5) points may be deducted for not following guidelines.
- Preliminary performances are not open to conference attendees.
- Final performances may be open to conference attendees, space permitting (with the exception of interview and prep/case events). Finalists may not view other competitors’ performances in their event.
- Recording performances is prohibited.
- All electronic devices must be turned off.
- All attendees must follow the dress code and wear their name badges.
The general event guidelines below are applicable to all national competitive events. Please review and follow these guidelines when competing at the national level. When competing at the state level, check the state guidelines since they may differ.
- Dues: Competitors must have paid FBLA national and state dues by 11:59 p.m. Eastern Time on March 1 of the current school year.
- NLC Registration: Participants must be registered for the NLC and pay the national conference registration fee in order to participate in competitive events.
- Deadlines: The state chair, or designee, must register each state competitor on the official online entry forms by 11:59 p.m. Eastern Time on the second Friday in May.
- Each state may submit four (4) entries in all events except LifeSmarts, Virtual Business Finance Challenge, and Virtual Business Management Challenge.
- Each competitor can only compete in one (1) individual/ team event and one (1) chapter event.
- Each competitor must compete in all parts of an event for award eligibility.
- A team shall consist of two or three members. Exceptions are Parliamentary Procedure which must be a team of four or five members, and LifeSmarts which must be a team of two members.
Competitors are not permitted to compete in an event more than once at the NLC unless one of the following circumstances applies:
- Modified Events: A competitor may compete in the same event when the event is modified. Note, if the only modification is a name change, competitors may not compete in the renamed event.
- Team Events: One (1) competitor of the team may have competed in the same event at one (1) previous NLC; however, they may not compete more than twice in the event at the national level.
- Chapter Events: Competitors may compete in a chapter event more than once (American Enterprise Project, Community Service Project, and Partnership with Business Project).
- Individual Entry: A competitor who competed as an individual entry in a team event at the national level may compete in the same event a second time as part of a team, but not a second time as an individual.
- Parliamentary Procedure: Two (2) competitors of the team may have competed in this event at a previous NLC; however, they may not compete more than twice at the national level.
- Pilot Event: Competition in a pilot event does not disqualify a competitor from competing in the same event if it becomes an official competitive event. The participant may compete in another event as well as a pilot event.
- Objective Tests: Ties are broken by comparing the correct number of answers to the last 10 questions on the exam. If a tie remains, the competitor who completed the test in a shorter amount of time will place higher. If this does not break the tie, answers to the last 20 questions will be reviewed and determine the winner.
- Objective and Production Tests: The production test scores will be used to break a tie.
- Objective Tests and Performances: The objective test score will be used to break a tie based on the tie-breaking criteria of objective tests.
- Reports/Projects and Performances: The report/project scores will be used to break a tie.
- Performances: Judges must break ties and all judges’ decisions are final.
- State chair/adviser must register all competitors for NLC competitive events online by 11:59 p.m. Eastern Time on the second Friday in May.
- All prejudged components (reports, websites, projects, statement of assurance) must be received by 11:59 p.m. Eastern Time on the second Friday in May.
- All prejudged projects and reports must be submitted electronically.
- All Statements of Assurance must be submitted online.
- All production tests must be received at FBLA-PBL by 11:59 p.m. Eastern Time on the third Friday in May.
- All production tests must be uploaded online.
- State chair/adviser may make name changes only (no additional entries) by 11:59 p.m. Eastern Time on the first Friday in June. Competitor drops are the only changes allowed after this date and onsite.
The number of competitors will determine the number of winners. The maximum number of winners for each competitive event is 10. Only one (1) award is given to the schools competing in chapter events (American Enterprise Project, Community Service Project, Local Chapter Annual Business Report, and Partnership with Business Project).
Certain events may allow the use of additional materials. Please refer to event guidelines.
Americans with Disabilities Act (ADA)
FBLA‑PBL meets the criteria specified in the Americans with Disabilities Act for all participants who submit a special needs form.
Recording of Presentations
No unauthorized audio or video recording devices will be allowed in any competitive event. Participants in the performance events should be aware the national association reserves the right to record any performance for use in study or training materials.
Sample Practice Materials
2. Explain the seven marketing functions and their importance in sports and entertainment.
3. Describe the steps in developing a market research project.
4. Identify the challenges, obstacles, and limitations associated with sports and entertainment marketing.
5. Discuss the significance of the four P’s to the target market.
6. Compare and contrast the differences of the marketing mix components in sports and entertainment.
7. Analyze the various pricing strategies and factors that affect pricing sports and entertainment products.
8. Calculate the markup of sports and entertainment products.
9. Examine ticket sales policies/strategies in sports and entertainment.
10. Identify types of market segmentation.
11. Discuss the issues related to branding strategies of products in sports and entertainment.
12. Examine product lines for sports and entertainment organizations (including manufacturing costs).
13. Describe why sports/entertainment organizations implement promotions.
14. Determine the role of advertising technology in sports and entertainment.
15. Evaluate the advertising forms (print, broadcast, specialty, social media, etc.) suitable in the sports and entertainment industry.
16. Assess demographic and geographic considerations related to sports and entertainment.
17. Explain the central focus of the marketing concept.
18. Explain the reasons for increased entertainment options.
19. Explain the importance of understanding buyer behavior when making marketing decisions.
20. List and describe means of collecting marketing information for use in decision making.
21. Define market segmentation.
22. Explain the importance of outstanding customer service.
23. Explain what it means to establish a service culture.
24. Explain the role of travel and tourism in sports and entertainment
25. Explain how marketers determine direction and focus for a marketing plan
26. List and describe the components of a marketing plan.
27. Define the product mix, product extension, and product enhancement..
28. List and describe the components of the product mix.
29. Explain the high cost for sports and entertainment events.
30. Define customizing.
31. Describe the financial impact of Baby Boomers on the sports and entertainment industry.
32. List and describe the stages of the product life cycle.
33. Explain how products are positioned in the marketplace.
2. Examine operating procedures for a facility.
3. Evaluate financing opportunities for a sports and entertainment facility.
4. Evaluate support activities in operating a sports and entertainment facility (concessions, security).
5. Employ the principles of safety to sports and entertainment.
6. Discuss prevention procedures and preparation techniques including risk management.
7. Describe the event triangle as it relates to event marketing/management.
8. Examine event possibilities in various sports and entertainment industries
9. Describe potential marketing and sales techniques used before, during, and after events.
10. Describe the role of sponsorship and evaluate potential techniques for effective utilization.
11. Discuss criteria for selecting venues.
12. Explain the process for planning an event.
13. Develop a budget for an event.
14. Develop follow-up activities to recognize/thank participants after the event.
15. Implement and evaluate a sports and entertainment event to promote retention and service for future events.
16. Explain factors affecting attendance at an event.
17. Examine concessions sales policies/strategies in sports and entertainment.
18. Explain the importance of budgets as related to sports and entertainment management.
19. Describe the management necessary for major events.
20. Define the four types of economic utility as they relate to sports and entertainment events.
21. Describe the factors of production in a market economy.
22. Explain how universities increase revenues through entertainment events.
23. Explain the different types of organizational structures.
24. Describe the value of special events and their importance during shoulder periods.
25. Describe the latest technology trends impacting entertainment
26. Explain the developmental phase for sports and entertainment planning.
27. Explain how objectives set guidelines for entertainment events.
28. Define mission for the sports and entertainment industry.
29. Define risk and describe the categories and classifications of risk.
30. Describe the four strategies for risk management.
31. Define industry and give examples of subdivisions of the sports and entertainment industry.
32. Explain why marketing decisions are based on industry standards, norms, and trends.
2. Analyze personnel needs for an event.
3. Describe the importance of job descriptions and separation of responsibilities in a large organization.
4. Describe the recruiting and retention processes.
5. Identify general managers for professional teams and their duties
6. Describe the roles of scouts, agents, and managers and their benefits.
7. Establish criteria, policies, and procedures to be used to determine compensation, benefits, and promotion.
8. Explain the need for human resources
9. Define the four functions of human resource departments: planning and staffing, performance management, compensation and benefits, and employer relations.
10. Explain the need for continuous professional development.
11. Describe the rules of conduct for a workforce.
12. Define SWOT analysis, benchmarking, and scenario building
13. Describe fringe benefits offered to sports and entertainment employees
14. Explain the importance of job orientation
15. Explain the importance of evaluating employee performance.
16. Describe diversity in the workplace.
17. Describe strategies to recruit sports and entertainment employees.
18. Define human resources management identify human resource management activities.
19. Describe the procedure to recruit and hire the best personnel.
20. Explain why coordinating and giving feedback are important responsibilities of human resource management
2. Compare and contrast sponsorships and endorsements.
3. Evaluate the sports and entertainment industry as a valuable segment of the economy.
4. Analyze the components of the sports and entertainment industry.
5. Analyze growth and trends of sports and entertainment as an industry in local, state, national, and international areas.
6. Identify new trends and areas of growth in amateur sports
7. Describe the goals of promotion
8. List and define the elements of promotion.
9. List and describe the steps involved in developing effective advertising.
10. Describe the use of product placement
11. Define publicity and explain its role in creating a positive public image
12. Describe different types of sales promotions
13. List the steps in developing the promotional plan.
14. Explain the benefits of sponsorship to the sponsor
15. Explain the promotional value of involvement in seasonal themed events.
16. Explain the promotional value of entertainment awards.
2. Explain supply and demand and the relationship of the economic system to the sports and entertainment industry
3. Describe economic indicators and growth of sports and entertainment industry
4. Explain the advantages and disadvantages of operating as a for-profit or not-for profit organization.
5. Identify revenue sources as related to sports and entertainment industries and for specific events.
6. Examine economic impact studies, previous results, and relate these to financing decisions
7. Identify expenditures for the sports and entertainment industries
8. Describe the importance of business and financial plans
9. Analyze basic financial documents: budgets, income statements, balance sheets, and breakeven point analysis
10. Identify types of budgeting techniques used in local, collegiate, and professional sports.
11. Define risk and describe the categories and classifications of risk.
12. Describe the four strategies for risk management
13. Define industry and give examples of subdivisions of the sports and entertainment industry.
14. Explain why marketing decisions are based on industry standards, norms, and trends.
15. Explain the role of travel and tourism in sports and entertainment.
2. Identify advantages and risks of strategic management.
3. Explain the steps in a successful change process.
4. Explain the different types of organizational structures with the sports and entertainment industries.
5. Identify current trends in the workforce concerning organizational structures.
6. Explain the distribution of sports and entertainment
7. List and describe distribution channels for sports and entertainment.
8. Explain the relationships among supply, demand, and price
9. Discuss the government’s influence on pricing
10. Discuss pricing strategies used by businesses to increase sales
11. . List the steps for determining price.
12. Define the business cycle and describe its impact on entertainment.
13. Discuss the importance of monitoring customer trends.
14. List the steps of the sales process.
15. Explain the difference between ticket brokers and ticket scalpers
16. Explain sales strategies for attracting groups to sports and entertainment venues
17. Describe how corporations use sports and entertainment to motivate employees and impress clients.
18. Discuss how laws impact entertainment marketing.
19. Explain copyright law.
20. Describe contract law for the sports and entertainment industry.
21. Explain the distribution of sports and entertainment
22. List and describe distribution channels for sports and entertainment.
23. Explain the relationships among supply, demand, and price.
24. Discuss the government’s influence on pricing.
25. Discuss pricing strategies used by businesses to increase sales.
26. List the steps for determining price
27. Define the business cycle and describe its impact on entertainment
28. Discuss the importance of monitoring customer trends
2. Describe the impact of national, state, and local laws and regulations on sports and entertainment
3. Describe the impact of the Americans with Disabilities Act on sports and entertainment events and facilities
4. Discuss the impact of Title IX on management of college athletics.
5. Examine environmental issues/laws as they relate to sports and entertainment industries
6. Describe how monopoly laws affect professional sports.
7. Discuss the impact of labor laws on sports.
8. Analyze the impact of labor unions on sports and entertainment, including pricing and strikes.
9. Explain the purpose and benefits of copyright protection
10. Identify purpose, types, and terms and need for contracts.
11. Explain the agent’s and general manager’s roles in an athlete’s contractual agreement
2. Compare and contrast media sources for public relations and advertising.
3. Compare/evaluate advance publicity in sports and entertainment.
4. Utilize effective communication skills including proper grammar and writing skills.
5. Discuss the importance of positive and negative public relations for sports; how firms assist in creating favorable images and how athletics can affect public perceptions.
6. List and explain potential benefits of celebrity endorsement
7. Describe public relations efforts related to fans, publishing, and speaking engagements.
2. Evaluate social responsibility in sports and entertainment industry.
3. Evaluate and apply principles of ethics as they relate to sports and entertainment.
4. Define ethics.
5. Discuss the impact of unethical behavior.
2. Evaluate the forms of product licensing and the product licensing process.
3. Describe the financial value of licensing sports and entertainment merchandise
2. Determine the various types of sponsorship in sports and entertainment.
3. Identify and define standards of controlling professional sports.
4. Describe the managerial role of the NCAA and other collegiate governing bodies in college athletics.
5. Describe the NCAA’s, NAIA’s and NJCAA’s roles as the governing bodies in collegiate athletics.
2. Identify specific skills needed by today’s sports and entertainment workforce.
3. Describe education and training needed for a job/career in sports management
4. Identify barriers to employment and strategies to overcome them
5. Develop a career portfolio including a résumé, cover letter, job application, and other work-related items
6. Define a career development program in the sports and entertainment industry.
7. Describe various career levels in sports and entertainment management.
8. Explain the importance of a career portfolio.
2. Explain the evolution of the management information system.
3. Describe key components of the management information system
4. Discuss the implementation of strategies and decision making using a management information system.
5. List and describe the steps involved in marketing research.
6. Discuss the human factors in marketing research.
7. Explain the options for electronic data collection.
8. Discuss the concept of data-driven decisions
9. Explain the difference between marketing tactics and strategies
10. Explain the importance of planning to keep ahead of the competition.
11. Explain the importance learning from customers
12. Explain how marketers determine direction and focus for a marketing plan.
13. List and describe the components of a marketing plan
14. Explain the importance of Management Information Systems (MIS).
15. Explain the rationale for organizations to follow best practices
2. Identify and describe four leadership styles: autocratic, democratic, open, and situational.
3. Discuss the importance of human relations skills and communication for an effective leader/manager.
4. Discuss effective motivation techniques and effective work teams.
5. Define delegation of duties
6. Explain the importance of professional networking
7. Describe the skills needed by employees in the sports and entertainment industry
8. Explain the latest trends in the sports and entertainment industry
9. Explain the basic structures of groups
10. Describe factors that influence group behavior
11. Describe the different types of teams used by an organization.
12. Explain how a manager can build a successful team
13. Explain how organizations can be designed to support teams.
14. Describe a virtual team and its functions
15. Explain how feedback from management influences employee performance.
16. Explain how leaders must be agents of change
17. Describe characteristics of successful teams.
18. Explain why teams fail.
19. Define leadership and list leadership characteristics.
20. Identify ways that managers influence employees.
21. Describe important human relations skills.
22. Explain what motivates individuals to accomplish organizational goals.
23. Discuss leadership styles
24. Describe strategies that leaders use to motivate employees.
25. Explain why people resist change
26. Describe the steps for an effective change process.
27. List the characteristics of enlightened leaders.
28. Discuss the types of decisions made by managers
29. Describe the conditions faced by a manager when making a decision.
30. Explain the advantages and disadvantages of group decision making.
31. Describe the concept of knowledge management.
32. Explain how knowledge communities can benefit sports and entertainment managers.
33. Describe strategies used by groups to make decisions.
34. Explain different management approaches.
2. Discuss the advantages and risks associated with strategic management.
3. Identify the steps in strategic management
4. Explain the development phase of the strategic management process
5. Describe the action and review phases of the strategic management process.
6. Describe internal and external environmental factors that impact economics for the sports and entertainment industry.
7. Explain how functional strategies are related to strategic planning.
8. Describe the major strategic planning tools available to managers.
9. Explain how entertainment managers achieve strategic fit.
10. Describe internal and external environments that impact economics for sports and entertainment
11. Explain how functional strategies are related to strategic planning.
2. Discuss the principles of business management.
3. List the steps in the decision-making process.
4. Explain the role of human resources management in community entertainment events
5. Describe the economic and competitive challenges faced by state fairs and other entertainment events.
6. Explain the role of economic efficiency for entertainment events.
7. Discuss the purpose and benefits of planning
8. Describe the planning process.
9. Describe the reasons for and benefits of organizing
10. Explain factors that affect the structure of an organization.
11. Describe how authority is delegated in organizations
12. Explain the activities of the implementing function
13. Describe the management control process
14. List and describe the three steps for efficient control
15. Describe the processes of establishing standards, monitoring results, and comparing them to standards, and making corrections deviations.
- Business Management & Administration