The purpose of this exercise is to help students of entrepreneurship understand opportunity assessment and the personal selling process. After watching a short video about the challenges and opportunities of launching a product on the Home Shopping Network (video is optional), students are asked to identify a unique product that could be successfully sold on the Home Shopping Network (HSN). Students are then required to pitch their product to the class demonstrating how their product suits HSN’s requirements, meets customer needs, and can be personally sold effectively to the network’s audience. By participating in this exercise students will experience the opportunity assessment process, aspects of marketing strategies, and the importance of personal selling.
Eddleston, Kimberly A.; Friar, John H.; and Clark, Edmund
"Pitching to the Home Shopping Network:
An Exercise in Opportunity Assessment and Personal Selling,"
Organization Management Journal: Vol. 3:
3, Article 20.
Available at: https://scholarship.shu.edu/omj/vol3/iss3/20