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- Creators: Economics Program in CLAS
Description
Becoming good at selling is a nuanced skill. Many pivotal techniques are often not communicated properly in the training and onboarding phases, leaving many members of the sales force "crippled" before they even get into the field. We set out to discern the "best practices" of selling, and the underlying causes as to why they work. Through meticulous research obtained via study of experiments, sourced articles and other academic papers we compiled a thorough outline detailing the most efficient ways to build a relationship with the buyer and close the sale. From there we discussed the methodology to implement those skills into a complete sales training program. This paper serves as an informational guide to the necessary skills to complete a sale and how to train for those skills.
ContributorsSweeney, Connor (Co-author) / Reid, Tyler (Co-author) / Dietrich, John (Thesis director) / Ostrom, Lonnie (Committee member) / Economics Program in CLAS (Contributor) / Department of Management and Entrepreneurship (Contributor) / Department of Marketing (Contributor) / W. P. Carey School of Business (Contributor) / Barrett, The Honors College (Contributor)
Created2017-05
Description
The millennial generation is quickly solidifying its place as the dominate generation within the workforce. As millennials transition through workplace hierarchy it is essential organizations understand how to properly develop incoming talent. This is especially important within sales as the opportunity cost for hiring and developing new sales professionals is much higher compared to other professions. Downward trends in millennial retention rates is also a strong contributing factor to the importance of understanding the millennial generation. This paper aims to identify key concepts and elements employers should incorporate into their sales training programs in order to better develop millennials entering sales roles. Through an analysis of each generation and sales training a clear framework will be identified to achieve this goal. Analyzing millennials unique strengths and weaknesses will provide the basis for the key areas employers need to focus on when designing their sales development programs. The framework identified is easily adaptable within any organizations as the concepts discussed can be universally applied.
ContributorsStensland, Zachary William (Author) / Montoya, Detra (Thesis director) / Schlacter, John (Committee member) / Department of Marketing (Contributor) / Department of Information Systems (Contributor) / Barrett, The Honors College (Contributor)
Created2017-05
Description
There is growing public concern about the implications of climate change for natural processes, such as the melting of ice at the poles, but less clear are the implications for food production. Famine and conflict have a long and complicated history, made increasingly complicated by the intricate global food system. In this paper, I explore the effect of increasingly severe El Niño Southern Oscillation cycles on conflict in an effort to determine how abnormal climate patterns affect food security and, indirectly, conflict. I use a non-linear probit model to analyze the relationship between several binary conflict variables and food supply.
ContributorsWoner, Hannah Marie (Author) / Schoellman, Todd (Thesis director) / Ripley, Charles (Committee member) / Sandra Day O'Connor College of Law (Contributor) / Economics Program in CLAS (Contributor) / School of Politics and Global Studies (Contributor) / Barrett, The Honors College (Contributor)
Created2016-12
Description
This thesis conducted an evaluation of the performance and return on investment of a 2 x 6m, simple design greenhouse, as a climate control technology. Specifically, differences in internal microclimate conditions between a greenhouse treatment plot, and sun and shaded control plots were assessed and related to observed differences in crop yields across these plots. Growing conditions and productivity of two crops, tomato and swiss chard, which were grown over summer and winter growing seasons, respectively, were compared. It was found that the greenhouse was associated with improved growth conditions (as measured by the R-Index) for both crops but resulted in higher productivity only for tomatoes. Return on investment and food security impacts from the scaling of greenhouse agriculture were also explored.
ContributorsKline, Jarod Neale (Author) / Aggarwal, Rimjhim (Thesis director) / Agusdinata, Datu Buyung (Committee member) / Vanos, Jennifer K. (Committee member) / School of Sustainability (Contributor) / Economics Program in CLAS (Contributor) / Barrett, The Honors College (Contributor)
Created2020-05