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- Creators: Economics Program in CLAS
- Resource Type: Text
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
This project seeks to provide a general picture of the economic dependence on fossil fuels per County in the United States. The purpose for this study is creating a foundation for conversations about the future of fossil fuel workers and counties that depend heavily on fossil fuels. The main indicators utilized for this were employment and payroll data extracted from United States Census Bureau’s County Business Patterns dataset. A section on similarities between fossil fuel workers and other occupations was included, which shows possible alternative industries for fossil fuel workers. The main goal of the project is to provide possible solutions for mitigating job losses in the future. Some proposed solutions include retraining, expanding higher education, and investing in new industries. It is most important for future work to include input from most vulnerable counties and understand the social and cultural complexities that are tied to this problem.
ContributorsRamirez Torres, Jairo Adriel (Author) / Miller, Claek (Thesis director) / Shutters, Shade (Committee member) / Watts College of Public Service & Community Solut (Contributor) / Electrical Engineering Program (Contributor) / Economics Program in CLAS (Contributor) / Barrett, The Honors College (Contributor)
Created2020-05
Description
Greenhouse gas emissions (GHG) continue to contribute heavily to global warming. It is estimated that the international community has only until 2050 to eliminate total carbon emissions or risk irreversible climate change. Arizona, despite its vast solar energy resources, is particularly behind in the global transition to carbon-free energy. This paper looks to explore issues that may be preventing Arizona from an efficient transition to carbon-free generation technologies. Identifiable factors include outdated state energy generation standards, lack of oversight and accountability of Arizona’s electricity industry regulatory body, and the ability for regulated utilities to take advantage of “dark money” campaign contributions. Various recommendations for mitigating the factors preventing Arizona from a carbon-free future are presented. Possibilities such as modernizing state energy generation standards, increasing oversight and accountability of Arizona’s electricity industry regulatory body, and potential market restructuring which would do away with the traditional regulated utility framework are explored. The goal is to inform readers of the issues plaguing the Arizona energy industry and recommend potential solutions moving forward.
ContributorsWaller, Troy (Author) / Sheriff, Glenn (Thesis director) / Rule, Troy (Committee member) / Economics Program in CLAS (Contributor) / Dean, W.P. Carey School of Business (Contributor, Contributor) / Barrett, The Honors College (Contributor)
Created2020-12