Sales Pitch Research Articles

Enhancing the Sales Pitch of ULIPS: A Study of Perception towards ULIP Investments in India

Enhancing the Sales Pitch of ULIPS: A Study of Perception towards ULIP Investments in India

Editorial

Editorial Björn Sundmark (bio) Bookbird is, as we know, a journal of “international children’s literature.” What does that mean? Specifically, what does “international” mean? I think I know what the founding mothers and fathers of IBBY and the International Youth Library meant with the term—something along the lines of “quality children’s literature from all over the world that transcends linguistic, cultural and national borders, ultimately bringing mutual understanding and peace on earth.” But is that how the term is understood today? This is not just a rhetorical question. I have had reason to think about it after a few email conversations I have had recently, and it has made me consider the purpose of Bookbird. First, there are those who write to me doubting the “international” relevance of a book from a small country, and written in a language unfamiliar to most Bookbird readers. However, for Bookbird, size and scale does not matter in the least. A children’s book in a language threatened by extinction could have enormous international relevance, precisely because of its importance as a carrier of language and culture content. In any case, it appears that neither the country nor the language needs to be particularly small to trigger doubts about relevance. I have heard it from children’s literature experts from some of the largest countries and languages in the world. The extreme version of such a self-deprecatory understanding of “international” is that nothing really qualifies as international unless it is in English to begin with or has been accepted into the English children’s literature canon through translation. But this is not the position of Bookbird, or of me as editor. Rather, Bookbird’s unique position as an academic journal devoted to children’s literature, our “sales pitch,” so to speak, is that we strive to include pieces on children’s books from all over the world and from as many languages and cultures as is possible. Of course, our language medium is English—and this does present a real problem since it indirectly favors coverage of English language books—but our ambition is unequivocally to give place to articles on literature from all corners of the globe. I would, for instance, encourage the translation of recent important critical texts into English so that they may be published in Bookbird, too. This matters because “International children’s literature” does not only mean that Bookbird is (or should be) a forum for literature that has already been canonized; it is itself a vehicle of recognition. By being analyzed and commented on in Bookbird and (let us be generous!) other academic journals, books from all over the world are recognized and “internationalized.” It is a dynamic process. For journals like Bookbird are not just reflectors of a given situation, but creators, too. The second question I have received is in many ways the complete opposite of what I have just discussed: “can I write for Bookbird even if I focus on well-known English books?” It stems from the notion that “international” [End Page 2] refers to literature that comes from outside one’s own national borders (or language community). For me, it would mean that anything not written in Swedish would be “international.” Thus, what is regarded as international depends on your nationality. In practice, however, the term has not gained much currency outside the United States and is almost uniquely applied to books that have not been published in the United States (or in English) originally. In these cases, I sympathize with the sentiment—why should Bookbird promote yet another article on English children’s literature? Yet it would be untenable and paradoxical to exclude children’s literature written in English in the name of “internationalization.” English children’s literature (and culture) is driven by the culture industry and reaches all corners of the world. For this reason alone, it is necessary not to ignore English children’s literature in a discussion of international children’s books. Moreover, English is an important vessel for literatures of diverse cultures and geographies, and not only the mouthpiece of the culture industry. These reasons aside, the simplest answer (which I offered one...

Persuasive avatars: The effects of customizing a virtual salesperson׳s appearance on brand liking and purchase intentions

Transformed social interaction (TSI) suggests that virtual environments have unique advantages over traditional forms of interpersonal communication. Recent research has demonstrated that a persuasive speaker can use these advantages to create a more persuasive message. However, little has been done to establish how a receiver of a persuasive message in a virtual, interactive environment might also use these advantages. Giving individuals the ability to customize a persuasive source may empower them and affect their perceptions of the persuasive message. In a 2(forewarned or not)×2(customize source or watch customization) experiment, participants were forewarned or not forewarned that they would be hearing a persuasive message about buying a new energy drink. Participants were then allowed to customize (or watch someone customize) the appearance of the speaker's avatar before the sales pitch. Participants who had the opportunity customize the speaker's appearance liked the product more and had higher purchase intentions than those who did not have control, regardless of forewarning. Findings suggest a new application for TSI, and that both users and sources may benefit when users have the power to customize the appearance of a virtual salesperson. Virtual environments (VEs) offer new opportunities for persuasion.Message sources and receivers can utilize affordances of interactive media.Allowed users in VE to customize avatar of a persuasive speaker before speech.Customizers liked product and had higher purchase intention than non-customizers.

Comparative Versus Noncomparative Sales Pitches: Impact On New Product Buying Behaviors And Moderating Role Of BuyerSeller Relationship

The purpose of this research is to explore the effectiveness of Comparative Sales Pitches (CSPs) vs. NonComparative Sales Pitches [NCSPs] in terms of actual buying behavior of a new product. Using a wholesalers telephone sales campaign, we performed a quasi-experimental study focusing on the actual ordering behavior for a new product of more than 4,200 pharmacists in response to a CSP (vs. an NCSP). The research shows that a CSP is more likely to generate a new product sales order than an equivalent NCSP. This positive effect manifests only when a relationship exists between the buyer and the seller. In addition, the results support the relational advantage of a regular buyerseller relationship regardless of the type of sales pitch used. The findings should encourage managers and salespeople to consider CSPs as an effective selling tool for launching a new product, especially when a relationship with the buyer exists. This research provides a starting point for further research into CSP effects -an area in which limited research exists to date- to gain a better understanding of their boundary selling effectiveness.

Demystifying the Challenges Facing Fundraising for Private Equity in the GCC Region

Seeking fresh commitments from LPs at large is becoming a harder mandate to fulfill in the GCC region, and, with certain LPs, the process can be both lengthy and irritating. It requires a lot of patience and perseverance, as well as advance planning and compromise on the part of the GP, especially in light of the fact that some LPs have very elastic timelines and are not in hurry to make a decision, whereas the GP is under pressure to close. Therefore, be sure that you know your LPs well, and that you are able to accommodate their shifting sentiments and growing demands. Be innovative and come armed with a solid sales pitch, so you can execute a productive and effective fundraising campaign, which should include full disclosure of allocation of fees and expenses. LPs are becoming more sophisticated and demanding: Some have learned the hard way, by being burned by zombie funds. Many are less complacent, and are assertively focused on reducing the gap between LP and GPs; that is, they seek a better alignment of interest, governance, compliance, transparency, and disclosure. Consequently, GPs have to work diligently to find the optimal balance between their business model needs and their LPs’ demands, while upholding a high standard of fiduciary responsibility and honoring the limited partnership agreement, thus meeting their business economics requirements and protecting the integrity of the fledgling private equity industry in the GCC region.

Do advertising guidelines help or hinder informed choices about which soft beverages to drink?

Controversy erupted in 2012 when a McDonald's fizzy drink targeted at children was cleared of misrepresenting its healthy 'one of your five a day' claims, and of its alleged cynical exploitation of the five a day logo for commercial benefit. The principle underlying the UK Code of Non-broadcast Advertising, Sales Promotion and Direct Marketing is stated as follows:'Public health policy increasingly emphasises good dietary behaviour and an active lifestyle as a means of promoting health. Commercial product advertising cannot reasonably be expected to perform the same role as education and public information in promoting a varied and balanced diet but should not undermine progress towards national dietary improvement by misleading or confusing customers'.1The requirement is that products and product information must be marketed in such a way that enables consumers to make an informed transactional decision.According to the Department of Health's guidelines, one portion of pure fruit juice counts as one of your five a day.2 An investigation found that McDonald's did not abuse the five a day licence guidelines with its product, which consists of a blend of 60% fruit juice from grapes, apples and raspberries with natural sparkling water, natural flavourings and the preservative potassium sorbate, which has no added sugars, artificial colours or flavours. It is also fair to say that products of similar composition are sold through other retail outlets, including 'health food' stores, also sporting the one of your five a day information.If the information and marketing guidelines are not being contravened, then perhaps it is time to investigate the knowledge base and review the nutritional guidance that forms the basis of the advertising codes of practice. It seems that even a brief investigation into whether soft drinks with fruit juice in them or fruit juice itself legitimately support the agenda to encourage greater consumption of fruit and vegetables raises some interesting questions.An adviser to the government on obesity has called for fruit juice to be removed from the recommended list of five a day portions of fruit or vegetables, saying it contains as much sugar as many soft drinks.3 Susan Jebb, Head of the Diet and Obesity Research Group at the Medical Research Council's Human Nutrition Research unit at Cambridge University, works closely with the government on diet and obesity issues and also leads the government's health responsibility deal, which oversees voluntary pledges by the food and drink industry to improve public health. Furthermore, Barry Popkin, Professor of Nutrition at the University of North Carolina, told the Guardian in September 2013 that he considered fruit juices and smoothies to be 'the new danger'.4 Popkin is of the view that government guidance needs to change, particularly as companies are focusing more on marketing fruit juice and smoothies as the new healthy beverage. For example, in the United Kingdom, Coca Cola owns Innocent smoothies, while PepsiCo has Tropicana. Launching Tropicana in 2008, Pepsi's sales pitch was that the drink would help the nation to reach its five a day fruit and vegetable target, by using each 250ml serving to count as two fruit portions.According to the British Soft Drinks Association, the UK soft drinks market saw sales increase by 4% in 2013, although sales of fruit juice fell by 5% to 1.05 billion litres. The overall trend for the market as a whole is that consumption is increasing.5 It is likely that the current media coverage on developing knowledge and views about fruit juice and sugar will have an influence on consumers in the future. Heidi Lanschutzer, a food and drink research analyst at Mintel, is of the same view: 'The question is whether it's a short or long term impact'. She says this will depend on how ongoing the coverage is, and whether schools ban juice, although the biggest impact will be whether the government takes Susan Jebb's advice and removes it from the five a day list: this would remove one of the market's biggest selling points. …

Speak for Yourself

Speak for Yourself

The Role of Accent on the Credibility and Effectiveness of the Salesperson

The study focuses on assessing the impact of a salesperson's accent on people's perception of his effectiveness, including credibility, competence, friendliness, and intentions to buy. One hundred and forty-six students listened to tape recordings of three presenters speaking with Greek-accented English and three presenters speaking with standard American accent. The message was a hypothetical sales pitch for a VCR. The results indicate that, for an American audience, a sales pitch in standard American accent evoked more favorable judgments on all measured dimensions than Greek-accented English.

Creating New Traditions [IEEE Student Branch Profile

When researching colleges and universities, students are inundated with the academic and extracurricular sales pitch of attending each school. Since the campus will essentially become a student's home until his or her degree is earned, schools often promote a combination of tradition and innovation-the former provides a unique personality while the latter pushes cutting-edge programs and technologies.

Readers panel - No place for a sales pitch

Should baby-product sales reps be banned from maternity wards?

Technology Focus: Artificial Lift (July 2013)

Technology Focus Artificial-lift reliability is strongly influenced by how well the equipment is selected, designed, and operated for its particular application. The required artificial-lift knowledge is more than simply entering data into a software program or taking one class on the subject. We have a new generation of production engineers entering the industry who need to learn about artificial lift. How do we transfer our collective artificial-lift knowledge to them? How can we convince management that you cannot typically buy reliability from a vendor catalog and that investing in the training of their personnel is the better way to effect artificial-lift reliability? Several challenges hinder the collection and dissemination of artificial-lift information. Our fundamental knowledge of existing technology has grown immensely over the past decade. The industry has continued to push the operational envelope, resulting in modifications or new-technology development that we are just starting to implement and understand. Training materials, textbooks, and design software that were created more than 10 years ago may be outdated and no longer relevant. A wealth of artificial-lift knowledge exists that has not been well documented or is not easily assessable. Many conferences for the artificial-lift community do not publish papers; thus, the knowledge that was shared becomes lost to the rest of the industry. Operating companies have much to share with the industry on their artificial-lift applications; however, many engineers are being deterred or restricted by their company communication policies. This leaves manufacturers to fill the knowledge-sharing void, but their attempts to publish the information without the support of the operating companies is often perceived as a sales pitch. Our artificial-lift community needs to be active in documenting and sharing our collective knowledge so the next generation of production engineers can start higher on the learning curve than my generation did 20 years ago. This includes supporting SPE Artificial Lift activities (e.g., conferences, papers, online seminars, course development, online discussion groups, and PetroWiki) that are working toward the creation of resources needed to educate our future artificial-lift experts and champions. The papers highlighted in this feature are excellent examples of test programs developed to increase our artificial-lift knowledge and ultimately increase efficiency or reliability. To keep updated on the latest SPE artificial-lift events and discussions, join the SPE Connect online technical community for production at www.spe.org/network/connect.php. Recommended additional reading at OnePetro: www.onepetro.org. SPE 164382 - ESP Surveillance and Optimization Solutions: Ensuring Best Performance and Optimum Value by Abdulmonam Al Maghlouth, Saudi Aramco, et al. SPE 162006 - Development and Application of Small ESPs for Efficient Development of Remaining Reserves in Poorly Drained Parts of Reservoirs in Samotlor Field by B. Akopyan, OJSC TNK-BP Management, et al. SPE 161648 - Production Optimization and Zonal Allocation for Auto Gas Lift Wells: A Case Study From Oman by Sharifa Al-Ruheili, Petroleum Development Oman, et al.

The pricing of soft and hard information: economic lessons from screenplay sales

This paper uses a unique data set on screenplay sales to learn how the information content of a sales pitch affects sale prices. This is one of the few studies that analyze “soft information” outside the banking industry. We find that “soft information” proxies, such as the descriptive complexity of a pitch, depress prices, in particular for less experienced writers, supporting the common industry view that high concept (short and simple) screenplays sell better. “Hard information” (measurable experience) variables are priced as well. We also find that large studios shun “soft information”, whereas small companies handle it better, as predicted by most theories. In the last part of the paper, we find that, surprisingly, buyers seem to be able to forecast the eventual success of a project based upon the purchased script, paying more for screenplays which will eventually culminate in more successful movies. In other words, perhaps “somebody knows something”.

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

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.

AgProfit™: a net present value and cash flow based decision aid for agriculture producers

PurposeThe purpose of this paper is to present AgProfit™ as a tool for users to assess economic risks associated with adoption of new technologies or production practices in production agriculture.Design/methodology/approachThis paper presents the AgProfit™ software program, its approach to capital investment analysis and demonstrates the program use by developing a scenario for analysis and discusses the process and results of the analysis.FindingsAgProfit™ was developed to assist growers in understanding the risks associated with technology adoption. The example presented in this paper demonstrates the value of the software program as a decision‐making tool on the complex question of how many acres are required for an economically beneficial adoption of a new technology. Thus, with this software program, a grower can base investment decisions on the net present value and internal rates of return on an investment rather than a sales pitch or “gut” feeling.Originality/valueAgProfit™ is a recently developed software program that fills a void in available decision tools, providing users with the ability to assess the profitability and feasibility of production investment decisions.

Psychosocial and marketing challenges for Natural Orifice Transluminal Endoscopic Surgery and Laparoendoscopic Single‐site Surgery

The introduction of laparoscopic techniques in the late 1980s and early 1990s has ushered in a novel era in the surgical treatment of human diseases. Following the first laparoscopic nephrectomy done by Clayman et al . in 1991 [1], the initially noted advantages of minimally invasive urological surgery were later proved [2,3]. This soon led to the transition from novelty to the current concept of established ‘expectations’. Despite the success of conventional laparoscopic urological surgery, incisions ranging from 1 to 3 cm in length and three to five ports in number are still required. Each additional working port increases the inherent risk of bleeding, infection, concordant organ damage, hernia formation and decreased cosmetic outcome.

Connecting the Dots between Consumer Protection, Skepticism, and Science

ABSTRACT The concept of relevance is an obvious component in the success of classroom science investigations, but it is also one of the tenets behind the numerous media advertisements that bombard our senses on a daily basis. The authors decided to capitalize on the similarities between process-based science and the world of advertising by initiating consumer protection investigations with a side venture into the commercial world of Madison Avenue. Advertisers use many strategies in an attempt to convince consumers to buy their products. By analyzing the strategies used in a sales pitch, one begins to recognize that data can be manipulated, facts can be skewed, and visuals can be controlled to enhance product performance. Such analyses require students to look deeper and seek answers beyond the surface of presented information, superficial declarations, visual discrepancies, and verbal innuendo. In other words, such analysis is all about deciphering claims and evidence, making it analogous to science. The antithesis of this procedure, synthesizing a sales campaign for a real or imagined product, is the application of these process skills. In sum, if students can create a successful advertising campaign by using their data, then they understand the art of data manipulation and may, therefore, become better consumers.

Becoming the Change We Want to See: Critical Study Abroad for a Tumultuous World

Buzzwords like "global competency" sound compelling initially, but without a critical definition, the danger is that the rhetoric becomes an empty sales pitch. In this essay, we argue that we can no longer afford to allow study abroad to be reduced to such catchphrases. We propose a new model for understanding the work of study abroad; Critical Study Abroad. Critical Study Abroad is a structured way of framing our work with direct reference to the current state of the world, and it suggests concrete changes in the work of our programs. It rejects many of the assumptions of previous frames: in place of class-reproduction it offers class-analysis; in place of self-development through accumulation it offers self-development through commitment; in place of internationalism it offers a critical and global perspective; in place of “global competence,” it offers global citizenship. Critical Study Abroad requires that we reevaluate our knowledge production and our teaching, and more specifically, that we reconstitute the field in which study abroad operates.

Selling the JUBILEE Project: issues arising from a methodology

This article, inspired by JUBILEE project fieldwork, is influenced by van Leeuwen and Leeuw's work on the growing negative attitude towards market research. While the JUBILEE team, as academic researchers, were not making a sales pitch, they were trying to sell the project to putative participants. Issues discussed include length - and degree of difficulty - of questionnaire; how to sell a questionnaire; and how to identify key prospects for interviews and focus groups. Through the experiences gained, the JUBILEE researchers were able to identify key points of good fieldwork practice in relation to the issues discussed.

Functional training of the gluteal muscles

The gluteal muscles are on the radar for most fitness enthusiasts. Toning the buttocks and thighs is a sales pitch of countless exercise videos. In this self-care article the emphasis will not just be on toning for cosmetic purposes, but on activating the gluteals in their functional role. This can help achieve 2 distinct purposes. First, to prevent injury or overuse to the ankle, knee, hip, spine, and even shoulder girdle. And second, to enhance functional capacity during walking, running, pushing, pulling or throwing/striking tasks. Functional training of the gluteals has more than a cosmetic purpose. It’s main goal is twofold. First, to activate them in healthy movement patterns that do not stress neighboring body parts. Second, to integrate the gluteal activation into functional tasks so that you are less likely to become injured and your performance potential will be enhanced. Let us go over some simple gluteal progressions. For each exercise the following guidelines for repetitions, sets, and frequency should be followed.

Wayne Fenton: Impact on Food and Drug Administration

I had known about Wayne Fenton for a number of years before I had an opportunity to meet him. He had written several articles that I found quite interesting, and my wife, who is a psychiatric nurse, had met him and spoke very highly of him. He had been to her unit to recruit patients for studies, and she had some other contact with him involving patients he treated. She considered him an unusually gifted clinician and teacher and a very down-to-earth human being. Then the Measurement And Treatment Research to Improve Cognition in Schizophrenia (MATRICS) program was launched, and I finally met him in an introductory session on this program at Food and Drug Administration (FDA). He was there with others from National Institute of Mental Health (NIMH) and Steve Marder from University of California, Los Angeles. The purpose of that meeting was to engage FDA in this process because the program could not have gone very far without our support. I have been in government a long time, and I have seen a lot of programs come and go, and most do not survive, either because they are not well conceived or not well executed. That first meeting was reasonably promising, but I still did not give the program much of a chance, mostly based on the overall low odds of success. But I do remember Wayne Fenton from that first meeting. He was not the primary architect of the program, but he was clearly someone who would push it along and make it happen, if it was going to succeed. These meetings always involve a sales pitch of some kind, but he was so genuinely invested in the idea, so well informed, and so motivated by his concern for the welfare of schizophrenic patients that he did not have to do much selling. I liked him immediately, and I agreed to participate. The program took off from there, and he did push it along as I expected he would. Coming from anyone else, that part might have been irritating, but somehow I did not mind being prodded by Wayne. There were a series of meetings, quite successful I felt, and Wayne always had an understated but clearly critical role in making them work. He brought people together and made sure they got done what needed to get done. He was a masterful facilitator. I think MATRICS has been a success, both in terms of defining a path forward in developing cognitive impairment in schizophrenia as a target for drug development and also as a model for government, industry, and academia to work together. Programs focused on this underserved aspect of schizophrenia are underway and hopefully will result in new medications to treat this condition. I am also hopeful that the MATRICS model will be used in other areas of joint interest. In the spring of 2005, I got an e-mail from Wayne asking if FDA would allow me to receive a Director's award from National Institutes of Health along with him, Ellen Stover, and Linda Brady for our efforts in the MATRICS program. I of course said yes, and I remember feeling immense gratitude for this offer. I knew Wayne must have had a role in selecting me to participate in this honor, and it was just another example of his inclusiveness. On the day of the award ceremony, I got to NIMH a little early, and Wayne took me around to show me the newly renovated clinical center and introduced me to some of the staff who worked on the inpatient unit. He was so obviously well liked and respected by the staff. I was proud to be on the stage with Wayne and the others at the Mazur Auditorium receiving that award in July 2005. After the MATRICS program was well on its way, my contacts with Wayne diminished. We did have some interactions on the negative symptoms program, and we were involved in a director's level meeting to generate ideas to stimulate new medications development over the following year. Then in September 2006, I remember getting the awful call from my wife about Wayne's tragic death. I remember wishing I had gotten to know him better than I had. I think we can best honor Wayne by carrying forward with the programs serving the patients he cared so deeply about.