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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
The fight for climate justice has been ongoing for decades. However, in a recent effort to address climate change, U.S. congressional leaders Alexandria Ocasio-Cortez of New York and Edward J. Markey of Massachusetts proposed a resolution known as the Green New Deal (GND). Though congress defeated the proposal, the policy changes envisioned within it have gained political momentum from states and municipalities. So much so, municipalities in the United States have decided to implement their own versions of the GND proposal. Throughout this paper, I analyze the components of three nationally recognized climate proposals that offer a unique approach to actualize the federal GND objectives: New York City's Climate Mobilization Act, Los Angeles's Green New Deal – Sustainable City pLAn, and Seattle's Green New Deal. From these proposals, I draw comparisons to Tempe's Climate Action plan to evaluate their efforts. Though this paper is primarily focused on analyzing the components of municipal GNDs across the nation, this paper also contends that municipalities' are a necessary complement to national efforts in mitigating climate change.
ContributorsMazariegos, Ashley (Author) / Fong, Benjamin Y. (Thesis director) / Calhoun, Craig (Committee member) / Economics Program in CLAS (Contributor) / School of Public Affairs (Contributor) / Barrett, The Honors College (Contributor)
Created2020-12
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