PPT-Prospect

Theory complement JSkorkovský ESFKPH 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 . 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. 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. : . Soe-Tsyr. , Yuan. Presenter : . Sherry. Endogenizing. Prospect Theory’s. Reference Point. by Ulrich Schmidt and Horst . Zank. Outline. Abstract. Introduction . Prospect Theory Function. Endogenous Prospect Theory. The interaction of time and risk in preferences for gains and losses. David . J. Hardisty . & Jeff . Pfeffer. SJDM presentation. November 17. th. , 2012. 1. Prospect Theory. 2. Uncertain Future Gains. Learning Objectives:. Understand the importance of prospecting.. Find out who your prospects are.. Learn the characteristics of a qualified prospect.. Become familiar with different prospecting methods.. 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. 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. Organizational Development Consultant—Resource Development. Habitat for Humanity International. 800-422-4828 x 5265. acwatts@habitat.org. Part 1: Who will support your mission?. PROSPECTING AND. CULTIVATION. September 2013. AGENDA. Countable . Athletically Related Activity . Meals . Recruiting . Reminders . Campus Visits . Social Media . Recruiting Calendars . RECRUITING CALENDAR . September/October 2013. 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.. with a Concern, Hesitation or an . O. bjection?. Most . sales . calls/ meetings . are met with at least one objection. Remember. :. What is your belief?. What are your goals? . (sponsoring, rank promotion, .