PPT-Introducing Prospect Research

William Cordery Program Officer Marguerite Casey Foundation Armando E Zumaya Chief Development Officer Playworks WHY WHAT Basic research will help you focus your time on the most likely prospects and help you shape your engagement strategy. Mount Prospect IL 60056 Phone 2246128338 Email kmoravekcameloteducationorg School Districts Served Woodland School District 50 Waukegan Public Schools 60 Round Lake School District 116 District 117 Lakes Comm H STownship High School District 214 War Sales Acumen Survey. 1. Sales Acumen Survey. Measures understanding and application of the consultative sales process. Provides . insight into 7 key consultative sales areas, plus general sales knowledge. . Theory. - . complement. J.Skorkovský. ESF-KPH. Prospect versus Utility Theory. Marketers are implicitly interested in . how. and . why. people make decision . Having in mind the fact, that we are rational beings :. Capitalism in Early American History.  . John Larson, Purdue University. SHEAR 2015. Set up the situation:.  . Traditional British economic culture had served as a check on the acquisitive impulse. and its . Hidden Role . in Thinking about . Sunk Costs. Jim Stodder, RPI, Fall 2014. Daniel . Kahneman. & Amos . Tversky. . (Nobel, 2002) (Died, 1996). The ‘Flag’ of Prospect Theory. Uncovering the Hidden Potential of your Own Database. Marcelle Jansen, . WealthEngine. Panelists: Mark . Carrigan. , . Brakely. Ltd. Madeleine Harwood, Bristol University. for Planned and Major Gifts. Chris Hochstetler MPA. Director of Fund Development Missionary Society of St. Columban. Session Objectives. Achieve a focus on measures that can be employed daily to increase major gifts yield. Session for. Symposium on Rural Philanthropy. July 17, 2012. Scope of Session. Role of Prospect Research. Preparing for Prospect Research. Ethical Considerations. What Are You Looking For?. Wealth. Ratings. Learning Objectives:. Understand the purpose of asking questions.. Learn how to select questioning tactics appropriate for the sales situation.. Study specific questioning techniques.. Examine SPIN® Selling and its applications.. Learning Objectives:. Understand how to make a presentation.. Learn how units of conviction help prospects reach a buying decision.. Discover effective tactics for making a sales presentation.. Study different methods for involving the prospect.. ISD Spotlight. Presented by Alison Hitchens. 2013. Objective. To introduce the concept of linked data without too much technical stuff!. (because every conference you attend these days mentions linked data or linked open data or linked library data or linked open library data!). Jamie . Phillippe. , CFRE. Non-. P. rofit Executive Program. University of Notre Dame. November 8, 2012. LEARNING OBJECTIVES. Participants will learn how to:. Utilize the “cycle of donor relations”. Tony Horava, AUL (Collections). University of Ottawa. OLA . SuperConference. Jan. 28, 2015. Organizational risk. Prospect Theory . Major principles. Implications for risk assessment. Implications for academic libraries.