Mastering Your Sales Pitch: Selling Mastery Grading to Your Students and Yourself

PRIMUS ◽  
2020 ◽  
Vol 30 (8-10) ◽  
pp. 979-994 ◽  
Author(s):  
Jessica Stewart Kelly
Keyword(s):  
Sales Pitch

The Script in Action

2021 ◽  
pp. 241-280
Author(s):  
Richard Martin
Keyword(s):  
Decision Making ◽  
Human Rights ◽  
Final Section ◽  
Public Order ◽  
Human Rights Law ◽  
The Public ◽  
High Profile ◽  
Police Decision Making ◽  
Legal Challenges ◽  
Sales Pitch

This chapter examines how the public order script, explored in Chapter 6, was performed by commanders. It begins by exploring how commanders sought to sell the script to the parade and protest groups commanders sought to ‘win over’. If such groups could be won over with the PSNI’s pitch, the likelihood of disorder was greatly diminished, and commanders could better control the event. In some cases, however, the sales pitch proved unsuccessful; marchers and protestors proceeded with their own agendas. In such instances, commanders proved reluctant to intervene too forcefully, for reasons that will become clear. In two high-profile cases, the police approach to disorder has led to legal challenges, both of which reached the UK’s highest court. This introduces the second audience occasionally in receipt of the police script: the courts that must assess the internal self-application of human rights law by police. In their review of police decision-making in these cases, though, the senior judiciary have proven reluctant to interfere, showing deference to officers’ relative expertise, their access to intelligence and the exigencies of operational situations. The final section asks what role human rights law has come to play in managing the kinds of ‘trouble’ that Waddington (1994) identified over two decades ago as crucial to commanders’ decision-making.

Seabird Sales Pitch

Science News ◽  
1990 ◽  
Vol 138 (9) ◽  
pp. 136
Author(s):  
William Stolzenburg
Keyword(s):  
Sales Pitch

Art of the Sale: Recommendations for Sharing Research With Mainstream Media and Senior Leaders

2018 ◽  
Vol 11 (4) ◽  
pp. 589-593 ◽  
Author(s):  
Don C. Zhang
Keyword(s):  
Academic Research ◽  
Limited Time ◽  
Research Projects ◽  
Validity And Reliability ◽  
Senior Leaders ◽  
Mainstream Media ◽  
Research Collaborations ◽  
Sales Pitch

Research collaborations are two-way streets. To obtain support from organizations, academics must communicate the value of their research projects to the stakeholders. In their focal article, Lapierre et al., (2018) described this process as the academic “sales pitch”, one that must be “short yet attention grabbing” (p.20). Academic research in industrial and organizational (I-O) psychology, however, is rooted in esoteric jargon (e.g., validity and reliability) and unconvincing evidence (e.g., r and r2) (Highhouse, Brooks, Nesnidol, & Sim, 2017; Rynes, 2009). These concepts are difficult for non-academics to understand and may even undermine the value of our work (Brooks, Dalal, & Nolan, 2014; Kuncel & Rigdon, 2012; Mattern, Kobrin, Patterson, Shaw, & Camara, 2009). CEOs and other senior leaders often have limited time, attention, and expertise to process your pitch: A bad one could effectively derail the collaboration before it even began.

Sales pitch for nursing’s softer side

1995 ◽  
Vol 2 (2) ◽  
pp. 16-18 ◽  
Author(s):  
Stephen Wright
Keyword(s):  
Sales Pitch

Notes from Notes on Blindness: The challenges of the in-house1 film production model in independent cinema

Scene ◽  
2018 ◽  
Vol 6 (2) ◽  
pp. 121-131 ◽  
Author(s):  
Dusan Petkovic
Keyword(s):  
New Technologies ◽  
Participant Observation ◽  
Actor Network Theory ◽  
Production Model ◽  
Independent Film ◽  
Independent Cinema ◽  
Digital Era ◽  
Award Winning ◽  
Sales Pitch

This article, derived from a larger ethnographic research created around the production of the award-winning independent film Notes on Blindness (2016) and conducted by a researcher active as a film professional, explores the deeper consequences of choosing to pursue a production ‘in-house’. Through participant observation, Actor-Network Theory and negotiation between film practice and research, the researcher finds independent filmmakers caught between the opposing trends of high-end industry and the digital economies. The organization forms observed in this article stand opposite to the prevalent globalized creative labour trends motivated by the internet and new technologies, and can best be described as a revival of Richard Sennett’s craft workshop in the digital era. These are ultra-dense creative spaces where craftspersons nurture their creative impulses and shield them from the negative aspects of the technological and economic upheaval. In the hope that the findings will inform future filmmakers in the role of this specific type of organization in delivering the intended output, this article offers insights beyond the industry self-avowal and sales pitch.

scholarly journals Simpler Machine Learning Using Spreadsheets: Neural Network Predict

2020 ◽  
Vol 4 (1) ◽  
pp. 124
Author(s):  
Leong Thin-Yin ◽  
Leong Yonghui Jonathan
Keyword(s):  
Social Sciences ◽  
Neural Network ◽  
Machine Learning ◽  
Business Analytics ◽  
The Core ◽  
Core Content ◽  
The Social ◽  
Business Application ◽  
Recursive Computation ◽  
Sales Pitch

Machine Learning as a phenomenon has gone viral, with many technologists and software vendors promoting it. However, offered tools remain highly technical and not accessible to those without rigorous training in Computer Science or Business Analytics. It would be more useful if end-users can understand it beyond the sales pitch or blind application, and perhaps, even work from scratch to build simple models without much additional training. With better assimilation and acceptance of this AI methodology as an acquired skill and not just head knowledge, many more may want to invest the intensive effort to learn the required tough mathematics and cryptic programming. Or, after simple trial explorations, be willing to put aside substantial budgets to employ skilled professionals for full-scale business application. With simplicity and accessibility in mind, this paper renders Neural Network, a key machine learning methodology, on the ubiquitous and easily comprehensible spreadsheet without macros or add-ins, employing only elementary operations and if so desired, optionally leveraging on its built-in Solver. We will show that backpropagation can be achieved using the elegant though obscure recursive computation feature, with no need for Solver. We will demonstrate the application of neural network on a familiar problem: early and prior prediction of students’ graduation GPA. The paper can be used to form the core content for introducing machine learning to non-technical audiences, particularly those majoring in Business and the Social Sciences.

scholarly journals When And Why Does The Thats-Not-All Compliance Technique Work?

2012 ◽  
Vol 10 (3) ◽  
pp. 171
Author(s):  
Yun-Oh Whang
Keyword(s):  
Time Delay ◽  
Cognitive Process ◽  
Theoretical Explanation ◽  
Factorial Experiment ◽  
Reservation Price ◽  
Independent Variables ◽  
Communication Method ◽  
Main Item ◽  
Sales Pitch ◽  
Norm Of Reciprocity

The paper examines the underlying theoretical explanation for a common persuasion technique commonly used in marketing called thats-not-all (TNA). The TNA technique is a communication method where a sales pitch is followed by a bonus offer with a time delay, which is more effective than presenting the main item and the bonus simultaneously. Previous research in psychology proposed two competing explanations for its effectivenessnorm of reciprocity and the anchor adjustment heuristicwith mixed results. To test these competing explanations for the TNA technique, a 2x2 factorial experiment is designed with the use of TNA and the net attractiveness of the deal as independent variables. The result found norm of reciprocity as the dominant cognitive process behind the technique, while anchor adjustment heuristic failed to explain the effectiveness of the technique. It also provides an important marketing implication that TNA can be effective only when the net value of the deal including both the main and bonus items is below the reservation price of the consumers.

Sales Pitch

1990 ◽  
pp. 90-105 ◽  
Author(s):  
Jean-Louis Barsoux ◽  
Peter Lawrence
Keyword(s):  
Sales Pitch
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