Matching Items (8)
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
In my creative project, I decided to shadow a naturopathic doctor to experience what the process of naturopathic treatment entails. I conducted interviews with patients and Dr. Raisanen to explore their backgrounds and motivations, and read studies he recommended that explained some of the science behind his methods of treatment, such as fasting, dietary adjustment (a plant based diet), sodium and saturated/trans fats reduction, caffeine reduction, exercise, stress modulation, supplements, and sleep adjustments. I wrote small expositional summaries on these studies. I also took measurements recorded by Dr. Raisanen through the course of treatments with different patients to produce visuals of changes in body composition. I finally produced a small handout with Dr. Raisanen's help that summarized on a page the basics of lifestyle changes that a naturopathic doctor would want a patient to undertake.
ContributorsSkoog, David Alexander (Author) / Alexon, Christy (Thesis director) / Raisanen, Peter (Committee member) / Department of Finance (Contributor) / Department of Management and Entrepreneurship (Contributor) / Department of Supply Chain Management (Contributor) / Barrett, The Honors College (Contributor)
Created2018-12
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
Workers in sales roles are often faced with a large number of time management decisions on a daily basis. Sales people must choose where they should be spending their time in order to create revenue while also maintaining a healthy work-life balance. In this thesis project, a sales process is analyzed to see if there is an opportunity to increase both revenue and work-life balance. This paper investigates a wholesale insurance brokerage company, Risk Placement Services, and their sales force of brokers. A significant portion of these brokers’ workday consists of the backend task of marketing accounts to insurance carriers to find coverage. This is necessary for the completion of the sales cycle but either limits the amount of time brokers can be out on the road or on calls trying to bring in new business or makes them work longer off the clock hours to get these accounts out to insurance carriers. The more business a broker is bringing in, the more time they have to spend marketing these new accounts to carriers, which puts them into a constant snowball of increasing tasks and goals. The main model for the analysis of this problem will be Reframing Organizations by Bolman & Deal which focuses on using their four-frame model to analyze and gain more insight into organizations. Being able to understand this problem from multiple perspectives will allow a more holistic solution to be reached. Following this analysis multiple potential solutions are discussed towards the end of this thesis project.
ContributorsWard, James Henry (Author) / deLusé, Stephanie (Thesis director) / Thomas, Ash (Committee member) / Department of Management and Entrepreneurship (Contributor, Contributor) / Barrett, The Honors College (Contributor)
Created2021-05
Description
Multiple sclerosis is currently deemed the most common autoimmune disease. By definition, multiple sclerosis, known more commonly as MS, involves an immune-mediated process in which an abnormal response of the body’s immune system is directed against the central nervous system (“Definition of MS,” n.d.). Common treatment protocols call for daily, monthly, or yearly disease-modifying medications. These drugs are taken indefinitely to stop the spread and appearance of new lesions, improve symptoms, and offer relief to the afflicted individuals. The necessity for patients to take these basic medical treatments is paramount, however, it should not be overlooked to make lifestyle changes as well. The purpose of this paper is to give a detailed understanding of multiple sclerosis, its etiology evolution, and medical advancements, while emphasizing the necessary transitions which must be made from a nutritional and lifestyle management standpoint. A brief focus will be placed on sleep, exercise, and stress management, with an emphasis on nutrition.
ContributorsDeets, Breanna L (Author) / Levinson, Simin (Thesis director) / Grant, Shauna (Committee member) / Department of Management and Entrepreneurship (Contributor) / School of Life Sciences (Contributor) / Barrett, The Honors College (Contributor)
Created2020-05
Description
Intermittent Fasting (IF) is defined as a cyclical eating pattern where an individual will fast for a specific increment of time, followed by caloric intake periods. Fasting is a crucial part of our ancestors’ adaptation to the stresses of famine in order to maintain mental acuity and physical abilities during food deprivation. IF influences physiological changes such as: triggers protective metabolic pathways, increases metabolic flexibility and resilience, promotes DNA repair and autophagy, increases microbiome diversity and restores the natural cyclical fluctuations of the gut, increases BDNF expression in mood regulating neuronal circuits, and enhances synaptic plasticity of the brain. Research on the underlying causes of mood disorders has linked impairments in neuroplasticity and cellular resilience to this pathophysiology, which fasting could mitigate. Depression and anxiety are reported as the top impediments to academic performance. Thus, an easily implemented treatment such as intermittent fasting may be an option for combating impaired mental health in college students. This research study tested time restricted feeding (TRF) and its impact on mood states. It was hypothesized that: if college students follow a time restricted feeding pattern, then they will be less moody due to TRF’s effects on the metabolism, brain, and gut. The study consisted of 11 college students: 5 following a four-week adherence to TRF (8am-4pm eating window) and 6 in the control group. The POMS questionnaire was used to measure mood states. The participants height, weight, BMI, body fat %, and POMS scores were tested at the beginning and end of the 4 week intervention. The results were as follows: weight p=0.112 (statistical trend), BMI p=0.058 (nearly significant), body fat % p=0.114 (statistical trend), POMS p=0.014 (statistically significant). The data suggests that following a TRF eating pattern can decrease moodiness and improve mood states.
ContributorsFoley, Sadie Jean (Author) / Johnston, Carol (Thesis director) / Shepard, Christina (Committee member) / Department of Management and Entrepreneurship (Contributor) / Barrett, The Honors College (Contributor)
Created2019-05
Description
Companies are constantly looking for a way to increase sales and productivity from their workforce. A popular way to spark motivation and competition is through employee sales contests or incentive-based plans. In theory, these contests are geared to include every employee at the sales level in the organization and are thought to boost motivation across the board. But, sales contests receive substantial attention regarding their effectiveness from the academic and professional press due to some unethical incidents happening at large corporations. There have been many studies regarding the effectiveness of contests, but many have inconclusive results and do not produce a definite answer. Because of this, further research is needed to confirm the effectiveness of such contests used in the professional world. Further research would require a study that is much longer in length, as there are many variables that are behind the psychological factors associated to sales contests.
I conducted a study on the effective design, implementation, motivational factors, and takeaways upon completion of such contests. The purpose of this study is to find out whether or not sales contests are an effective way of motivating a diverse workforce. The results suggest that sales contests are a hyper-efficient tool to increase employee motivation but must be prepared for and implemented correctly in order to achieve efficient results. I recommend that sales managers use contests as a tool to gauge the motivational and behavioral changes in their employees resulting from such contests, instead of just trying to gain more revenue. Also, to combat the growing threat of unethical behaviors as a result of running sales contests, leaders need to implement appropriate measures, like unethical behavior diversion courses.
I conducted a study on the effective design, implementation, motivational factors, and takeaways upon completion of such contests. The purpose of this study is to find out whether or not sales contests are an effective way of motivating a diverse workforce. The results suggest that sales contests are a hyper-efficient tool to increase employee motivation but must be prepared for and implemented correctly in order to achieve efficient results. I recommend that sales managers use contests as a tool to gauge the motivational and behavioral changes in their employees resulting from such contests, instead of just trying to gain more revenue. Also, to combat the growing threat of unethical behaviors as a result of running sales contests, leaders need to implement appropriate measures, like unethical behavior diversion courses.
ContributorsWitt, Tyler Lee (Author) / Montoya, Detra (Thesis director) / Dietrich, John (Committee member) / Department of Marketing (Contributor) / Department of Management and Entrepreneurship (Contributor) / Barrett, The Honors College (Contributor)
Created2019-05
Description
This paper outlines cumulative research on food deserts in relation to college students; namely, that there are communities classified as food deserts because significant numbers of the population lack access to grocery stores selling fresh produce or other goods normally called “healthy.” These areas are often also food swamps, or areas with intense access to sugar-dense, high-fat foods. Research as a whole suggests that three considerations primarily drive food insecurity for individuals caught in these food deserts: lack of access to a personal vehicle, low income or prohibitively expensive healthy foods, and personal education or culture (Wright et al., 2016). College students both fit into the geographical food deserts and are individuals who tend to have a worrying level of food insecurity (Kim, 2018). It is costly to make adjustments to entire environments to rid communities of food desert characteristics, and it is not always potent enough to end food insecurity or malnutrition; instead, it can be much more effective to focus on individuals within communities and help push cultures into a better direction. This project demonstrates that ASU students are experiencing food dissatisfaction and are in a food desert worthy of attention and action, and that students are motivated to see a solution. The solution that the paper focuses on is a food delivery system of fresh produce and foods for students, which addresses the three drivers of individual food deserts discussed by Wright et al. (2016).
ContributorsReyes, Marina (Author) / Gailey, Timothy (Co-author) / Hailey, Lauren (Co-author) / Raghuraman, Vidya (Co-author) / Byrne, Jared (Thesis director) / Satpathy, Asish (Committee member) / Balven, Rachel (Committee member) / Barrett, The Honors College (Contributor) / The Design School (Contributor) / The Sidney Poitier New American Film School (Contributor) / Department of Marketing (Contributor) / Department of Management and Entrepreneurship (Contributor)
Created2022-05