Descriptor
| College Administration | 1 |
| Donors | 1 |
| Fund Raising | 1 |
| Higher Education | 1 |
| Information Utilization | 1 |
| Interpersonal Communication | 1 |
| Interpersonal Competence | 1 |
| Persuasive Discourse | 1 |
| Role Playing | 1 |
Source
| Currents | 1 |
Author
| Craig, Donalsd E. | 1 |
Publication Type
| Guides - Non-Classroom | 1 |
| Journal Articles | 1 |
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Craig, Donalsd E. – Currents, 1996
Principles and techniques for college fundraisers to use in preparing for a major solicitation are discussed, including information gathering, adequate and appropriate preparation for the call, content of the conversation, rehearsal of the interaction, making the appointment, handling objections, and closing the gift. (MSE)
Descriptors: College Administration, Donors, Fund Raising, Higher Education
