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Issue 5(1), October 2010 -- Paper Abstracts
Girard  (p. 9-22)
Cooper (p. 23-32)
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Stasio (p. 47-56)
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90-Second Selling – An Exercise in Communicating Value and Persuading

Author(s): Christopher E. Stevens

Citation: Christopher E. Stevens, (2020) "90-Second Selling – An Exercise in Communicating Value and Persuading," Journal of Marketing Development and Competitiveness, Vol. 14, Iss. 4,  pp. 39-50

Aricle Type: Research paper

Publisher: North American Business Press


The focus of the 90-Second Selling exercise is to communicate product value using the tools of sales and persuasion. In small groups, participants receive information about a novel consumer product of limited value. Over 90 seconds, students must determine the information worth presenting, create a pitch, and determine what rhetorical tools they will use; they then have 90 seconds to pitch the product to an audience of their peers. The exercise requires little pre-work and is highly adaptable to course conditions. It has proven effective in providing students with more confidence and clarity in pitching ideas.