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Prospective refers to an event that is likely or expected to happen in the future. For example, a prospective student is someone who is considering attending a school. A prospective cohort study is a type of study, e.g., in sociology or medicine, that follows participants for a particular future time period. It may also refer to the following:
Firmographics play crucial role in one of the most significant developments in business segmentation theory came in 1984 with the work of Bonoma and Shapiro who were the first to propose a truly multistep basis for segmenting business markets. They proposed the use of five general segmentation criteria which they arranged in a nested hierarchy.
Daniel Kahneman, who won the 2002 Nobel Memorial Prize in Economics for his work developing prospect theory. Prospect theory is a theory of behavioral economics, judgment and decision making that was developed by Daniel Kahneman and Amos Tversky in 1979. [1] The theory was cited in the decision to award Kahneman the 2002 Nobel Memorial Prize in ...
Closing is a sales term which refers to the process of making a sale. The sales sense springs from real estate, where closing is the final step of a transaction. In sales, it is used more generally to mean achievement of the desired outcome, which may be an exchange of money or acquiring a signature.
Personal selling can be defined as "the process of person-to-person communication between a salesperson and a prospective customer, in which the former learns about the customer's needs and seeks to satisfy those needs by offering the customer the opportunity to buy something of value, such as a good or service". [1]
Salespeople encounter a multitude of objections in their attempts to connect with and qualify prospects. These objections are a chance to explain the value of the product or service to try to qualify the prospect and close the sale. [2] Sales prospecting is the process to reach out to a potential customer. It is the first part of a sales process.
Interest – When a prospect expresses interest in a service, they go through an evaluation process in which they seek more information, compare the offerings of various competitors, and become more educated about the factors surrounding the offering. At this level, a seller must provide the prospect with a compelling argument for the ...
Cumulative prospect theory has been applied to a diverse range of situations which appear inconsistent with standard economic rationality, in particular the equity premium puzzle, the asset allocation puzzle, the status quo bias, various gambling and betting puzzles, intertemporal consumption and the endowment effect.