PPT-Prospect Theory

and its Hidden Role in Thinking about Sunk Costs Jim Stodder RPI Fall 2014 Daniel Kahneman amp Amos Tversky Nobel 2002 Died 1996 The Flag of Prospect Theory. 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. What’s in store. 3 things that have helped me sell more. Selling has changed. . Talent Dynamics . . TRUST based selling. Talent Dynamics for Sales @NicciBonf. Selling has changed. Then. Now. September 2013. AGENDA. Countable . Athletically Related Activity . Meals . Recruiting . Reminders . Campus Visits . Social Media . Recruiting Calendars . RECRUITING CALENDAR . September/October 2013. . 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 :. 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.. RULES EDUCATION. September 2013. AGENDA. Recruiting Calendars. Countable . Athletically Related Activity . Meals . Campus Visits . Social Media . Ed Columns/. Interps. RECRUITING CALENDAR . September/October 2013. 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.. September 2013. AGENDA. Countable . Athletically Related Activity . Meals . Recruiting . Reminders . Campus Visits . Social Media . Recruiting Calendars . RECRUITING CALENDAR . September/October 2013. “Getting the Prospect to the Community”. Mona Manager. “Adventures in Apartment Living”. COURSE OBJECTIVES. After completing this course you will:. Generate more traffic by converting leasing calls into walk-ins.. 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”. K. Ozawa (KEK). Contents. Charmed baryon spectroscopy. New experiment at J-PARC. On-going Joint Project. Joint project between J-PARC theory center, KEK, and RCNP. . Proposing construction of new high-momentum high-resolution beam line. Learning Objectives:. Discover the purpose of the approach.. Learn the importance of first impressions and ways to control them as a means of improving your performance.. Understand how surface language affects the ability to establish rapport with a prospect.. March 23, 2010. Outline. Intro & Definitions. Why learn about probabilities and risk?. What is learned?. Expected Utility. Prospect Theory. Scalar Utility Theory. Choices, choices, choices.... In the lab, reinforcement is often uniform.