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- Creators: Department of Supply Chain Management
- Member of: Barrett, The Honors College Thesis/Creative Project Collection
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To bridge the gap between the growing sales industry there is the ability to properly train Millennials so they are successful and stay within their roles longer. By attacking this problem from a university level by strengthening sales programs as well as having employers understand and respond to needs of the Millennial generation, this will create an overall successful Millennial salesperson that will stay with their employer long term.
Strengths and weaknesses of this generation are also important to understand. Millennials are known to be tech-savvy, open-minded, collaborative, and connected, resourceful networkers. They also carry weaknesses and stereotypes of being lazy, lacking communication skills, impatient, entitled, and demanding of feedback and work flexibility. From an employer, they expect a large salary as well as a good culture, manager feedback, a mentor, work-life integration, an employer with a social responsibility mindset, and a sense of purpose.
An analysis of 12 sales programs at various universities across the country helped to understand what is being taught and offered to students as well as commonalities and differences that make a strong sales program. Commonalities among these programs include, about 250+ students, high job placement, sales labs, hosting and competing in sales competitions, and a desire to expand and grow their programs. Unique aspects of various programs were partnerships with the sales industry, hosting fundraisers, student ambassadors for the sales program, CRM courses, and internships and competition requirements.
Primary research was conducted to understand various sales development programs from companies in the sales industry. The 12 companies that participated in this research were from Arizona State University’s Sales Advisory Board. These companies completed a survey that provided detailed information of their onboarding and training process as well as their opinions of Millennial employees.
From this research, recommendations were formed for employers,
• creating a collaborative and innovative culture
• A mentorship program
• work flexibility
• continuous learning
• sense of purpose
As for Arizona State’s Sales Program, recommendations include,
• a mentorship program between Sales Scholars and the Sales Advisory Board
• creating a sales lab
• implementing CRM curriculum in classes
• continued support from the Board and alumni of the sales program
The insurance industry consists of financial advisors planning for individual’s financial future through defensive investments that will payout in case of something happening to a person’s greatest asset—themselves. Each financial advisor is mandated to pass a professional exam to receive their license in order to take in clients in each state. There is a process in which clients are serviced and sold on different products of insurance. Advisors need to consider client needs and service them with products are in their best interest and within financial reason. <br/> To sell a product you must have clients, and the way that financial advisor receive clients are generally through two ways: company provided or their own connections. At the end of the day, the goal is to get in front of more people and expand you circle. In that sense, there are two common way people address this expansion of circles and that is build relationships versus networking. The goal of this paper is to dive deep in the insurance industry and analyze the sales process when comparing the difference in selling through building relationships versus selling through networking.<br/> The research plan I have in mind start from researching background and history, to current practices environment, to method process solutions. In the initial stages of my research, I will focus on background and history of the financial services industry in terms of sales and insurance. This will address insurance sales processes in the financial services industry and its features as well as benefits. After explaining the step by step process and potential results of the sales process in the insurance industry, I will start researching current environments of the industry. This will explain the history, key theoretical elements, and significant events of the industry. <br/> The history of the background will set stage for me to address situational challenges in the business based on my own experience to which I will do research to find plausible sales process solutions when comparing relationship sales to networking sales. This research will then be synthesized with my own experimental solutions as I work in the industry, which will help me complete chapter 4 and 5 of my theses – Methods and Execution of Results.
I love to work with numbers and data. Learning to solve equations and extrapolate points to predict outcomes will help me hone the talents I want to pursue a job based in an area I enjoy. Solving problems and creating solutions is like a puzzle or a game to me. Games are a big part of my life… from family game night to chess to computer games and math problems. This concept of problem-solving and solution-finding is what led me to this thesis. My Data Analytics and Supply Chain Management majors both involve these concepts as well, so revolving them around my thesis project helped to give me more experience that will help me in my future career. When looking into the field of games, people enjoy many different types around the world. Games can range anywhere from card and board games, to video games, and even sports and the Olympics. These are all considered games, and my goal in taking this thesis course is to become a game designer and start my journey into providing entertainment for my audience to play. Due to the already enormous amount of games in circulation today, I was creative and used the game-making skills I learned in this class when making my game. I focused on developing a strategy board game. Since I have played games all my life, I know that game development is not a simple task to undertake. That is why this Honors Thesis Course is important to me since it was beneficial to gain the skills necessary to create my own game. Making sure the game I created maintained the proper mechanics, story, aesthetic, and technology was paramount to creating an enjoyable board game. Figuring out a cohesive theme was also necessary to sufficiently market the game so people will want to add it to their collection, and more importantly, spend hours of their time playing. Those are skills I learned in my honors-directed study. I used my research by examining different genres of board games and determining which aspects in each influenced my own game design. Once I figured out the general concept of my project, I looked into how already existing games in this genre or other games that are related to my idea function and why they became popular. It was important to understand exactly how these games operate and function in order to be intuitive enough that most people can understand how to play them. I also had to make sure the game wasn’t so basic that people wouldn’t have fun playing them over and over. Once I figured these things out, I started construction of the game prototype, which served as the final deliverable for my Honors Thesis. My purchase list consists of the supplies I needed to construct my board game. I purchased a variety of materials that I needed for this project. I needed to make three copies of it, since my professor requested I give her and my second a copy if I was able. I needed a box, which turned out to be the most expensive single item on the list. The player cards I made doubled as a dice pad since I needed to use dice during the game. I bought plastic gemstones to simulate my currencies, of which I had five types. Four of those came from the same package while the diamonds I bought separately. The bags I bought are used for storage of each type of gemstone, and then they become the player bags when setting up the game. The little cubes I bought are for the quest boards so players can track their actions and certain quests. When constructing the board tiles as well as the quest boards, I needed to buy the wooden blocks, paint, brushes, glue, and lamination sheets. I first painted half of each block with either royal purple or gold to signify what tile it would become. Once I completed that, I printed and laminated the fronts of each tile and glued them together with the blocks. My goal for my thesis project was to create a board game that I would want to buy, and I believe I have accomplished this. Of course, many things will have to change when I work towards publishing my game, such as commissioning artwork, working on different marketing strategies, and lowering the cost of production per game. For a prototype though, I believe that I have done as well as I could with making as good a game as I could. Thank you for this opportunity, it was a lot of fun and I learned a lot that will help me in the future.
Both great civilizations achieved their empires due to their innovative supply chains, organizational tactics, and culture. Each, however, presented their own unique solutions to the problem of world conquest by capitalizing on their respective strengths. For the Romans, this meant placing an emphasis on infrastructure, adopting and modifying the technologies of other peoples, and instituting a culture that emphasized achievement and resilience among an aristocratic elite. The Mongol’s, however, focused on their force’s mobility rather than infrastructure, emphasized recruiting of outsiders to supplement their weakness, and developed a meritocratic system largely free of aristocratic structure. Both empires, however, emphasized the importance of each soldier as a self-sufficient unit to ease the strain of the overall supply chain.
These two civilizations therefore provide valuable insight for two diametrically opposed business environments. The first being manufacturing companies, with the need for rigid processes and investments in infrastructure not unlike the Romans. The second being startups with their need for speed and flexibility much like the Mongols. Thus, by examining the past modern companies gain valuable insights in how to structure their organizations for the future.
This honors thesis for Barrett, the Honors College at Arizona State University provides an analysis of a leveraged buyout (LBO) of Foot Locker. This thesis serves to demonstrate how a fictional private equity firm would acquire a company through an LBO. The project provides insight onto what private equity firms do, the background of Foot Locker, and an industry analysis on the sector that Foot Locker operates in. The thesis looks to provide a deeper understanding of the fair value of Foot Locker using a discounted cash flow (DCF) analysis, comparable company analysis, and precedent transaction analysis. Included is a pitchbook, the DCF model, and LBO model.