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Management article
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Reference no. C9909D
Authors: David Smith
Published by: Harvard Business Publishing
Published in: "Harvard Management Communication Letter", 1999

Abstract

Recent research on human motivation--self-determination theory--can be applied to sales presentations and the decision to purchase. Self- determination theory focuses on intrinsic motivation, which requires that three psychological needs must be met for a person to be intrinsically motivated to act: competence, autonomy, and relatedness. This article shows you how to meet these needs when making sales presentations. Includes a box entitled "What do you do when the curtain goes up?" which provides a five-point exercise for being comfortable in front of your audience.

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Abstract

Recent research on human motivation--self-determination theory--can be applied to sales presentations and the decision to purchase. Self- determination theory focuses on intrinsic motivation, which requires that three psychological needs must be met for a person to be intrinsically motivated to act: competence, autonomy, and relatedness. This article shows you how to meet these needs when making sales presentations. Includes a box entitled "What do you do when the curtain goes up?" which provides a five-point exercise for being comfortable in front of your audience.

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