For this role play, you will be a development director ______ University, responsible for raising money for scholarships and endowed faculty positions for your school. Each salesperson should pick the scholarship, department, or program they are raising money for and develop a presentation to win over prospective donors.

Your instructor will play the prospective donor. I will have up to a pretend amount of $100,000 to donate to charitable causes. I will hear at least four different sales presentations and can raise issues that are important to me. At the end of the role play, the donor will decide how much money to give to each fundraising presentation and provide feedback about the choice to give to that presentation (or presentations) over the others.

At the end of the role play, both the fundraiser and the donor should reflect on what made the biggest positive or negative impact and what they would suggest a fundraiser say and do when making a presentation to donors of your college or university.

Write down a brief outline of how you would structure the presentation. Include (1) opening (2) SPIN question (3) feature / benefit (4) expected objection (5) trial close / close (6) next step. I will call on several students to role play if I dont call on you, send me your outline to get your points for the exercise.

Present on International Students.