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After freelancing on my own for the past year and a half, I have realized that one of the biggest obstacles to college entrepreneurs is a fear or apprehension to sales. As a computer science major trying to sell my services, I discovered very quickly that I had not been

After freelancing on my own for the past year and a half, I have realized that one of the biggest obstacles to college entrepreneurs is a fear or apprehension to sales. As a computer science major trying to sell my services, I discovered very quickly that I had not been prepared for the difficulty of learning sales. Sales get a bad rap and very often is the last thing that young entrepreneurs want to try, but the reality is that sales is oxygen to a company and a required skill for an entrepreneur. Due to this, I compiled all of my knowledge into an e-book for young entrepreneurs starting out to learn how to open up a conversation with a prospect all the way to closing them on the phone. Instead of starting from scratch like I did, college entrepreneurs can learn the bare basics of selling their own services, even if they are terrified of sales and what it entails. In this e-book, there are tips that I have learned to deal with my anxiety about sales such as taking the pressure off of yourself and prioritizing listening more than pitching. Instead of trying to teach sales expecting people to be natural sales people, this e-book takes the approach of helping entrepreneurs that are terrified of sales and show them how they can cope with this fear and still close a client. In the future, I hope young entrepreneurs will have access to more resources that handle this fear and make it much easier for them to learn it by themselves. This e-book is the first step.
ContributorsMead, Kevin Tyler (Author) / Sebold, Brent (Thesis director) / Kruse, Gabriel (Committee member) / Computer Science and Engineering Program (Contributor) / Barrett, The Honors College (Contributor)
Created2018-05
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This paper explores the intersection between principles of Information Measurement Theory (IMT) and sales techniques to identify a best value approach for sales professionals. Developed at Arizona State University and supported by numerous academic publications, IMT is a thinking paradigm that utilizes deductive logic and reasoning to understand how the

This paper explores the intersection between principles of Information Measurement Theory (IMT) and sales techniques to identify a best value approach for sales professionals. Developed at Arizona State University and supported by numerous academic publications, IMT is a thinking paradigm that utilizes deductive logic and reasoning to understand how the world works and identify best value practices that minimize risk, decision making, and stress. One core concept of IMT is that individuals have no influence on the people around them, an idea that directly contradicts with traditional beliefs of the sales industry. The goal of this paper is to understand the qualities that make a sales professional successful from an IMT perspective, while outlining best value practices to apply in the real world. Comparison research for the sales industry was conducted by analyzing classic and modern sales literature, author participation in an industry-leading, professional sales training program, and input from sales professionals. The analysis identifies how top sales experts utilize techniques that allow them to efficiently uncover dominant information about their prospects' needs and then use that information to sell a valuable product to their customers. The analysis also outlines the common personality traits amongst well-aligned sales professionals. By adopting the practices and thinking paradigms outlined in this paper, individuals can maximize their potential in a sales career.
ContributorsFrelka, Benjamin (Author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Barrett, The Honors College (Contributor)
Created2015-05
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Description
Cardiopulmonary resuscitation (CPR) is an emergency course of action developed to sustain oxygenated blood flow in persons suffering from cardiac arrest by manually compressing the heart in the chest and providing rescue ventilations. The best-selling CPR manikins, an integral part of training, lack biofidelic characteristics in appearance, feel, and response,

Cardiopulmonary resuscitation (CPR) is an emergency course of action developed to sustain oxygenated blood flow in persons suffering from cardiac arrest by manually compressing the heart in the chest and providing rescue ventilations. The best-selling CPR manikins, an integral part of training, lack biofidelic characteristics in appearance, feel, and response, and as a result, the rescuer's learning experience suffers. The objective of this thesis was to test the compressibility properties of different foams and thermoplastics in order to determine which material would most accurately imitate a human chest response. The results suggested that styrene-ethylene/butylene-styrene (SEBS) was the best choice, because its increasing stiffness under increasing compression was characteristic of a human chest cavity. Further testing must be done to determine the best composition of SEBS, analyze its response under cyclic compressions, and improve its durability.
ContributorsWalsh, Alex Bradley (Author) / LaBelle, Jeffrey (Thesis director) / Pizziconi, Vincent (Committee member) / Barrett, The Honors College (Contributor) / Harrington Bioengineering Program (Contributor)
Created2014-05
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Description
The rising age of the Baby Boomer generation has made a significant impact on the workforce, leaving leadership gaps that Generation X is unable to fill. This leaves an opportunity for the Millennial generation to step up and use their strengths and skills to become stronger leaders of the business

The rising age of the Baby Boomer generation has made a significant impact on the workforce, leaving leadership gaps that Generation X is unable to fill. This leaves an opportunity for the Millennial generation to step up and use their strengths and skills to become stronger leaders of the business and sales industry.
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
ContributorsQuinn, Jacklyn Michelle (Author) / Montoya, Detra (Thesis director) / Dietrich, John (Committee member) / Department of Marketing (Contributor) / Barrett, The Honors College (Contributor)
Created2017-05
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Description
Camp Carey is an annual freshman orientation program that takes place before the beginning of the semester in late July and early August. As the incoming W. P. Carey classes continue to grow each year, so to does the size of Camp. Beginning this project, we looked at potential that

Camp Carey is an annual freshman orientation program that takes place before the beginning of the semester in late July and early August. As the incoming W. P. Carey classes continue to grow each year, so to does the size of Camp. Beginning this project, we looked at potential that we could directly impact the quality of the camp experience, and ensure that Camp remains a memorable and quality experience for all involved. Camp is directed and facilitated every year by W. P. Carey staff members and a group upperclassmen, the camp directors and facilitators. Due to the direct impact that these upperclassmen have on the camp experience, we decided to focus our attention on improving the training provided to these individuals, and to emphasize a process of continuous data collection and improvement. The director training is broken into three modules that focus on risk management, facilitator selection, and facilitator training. Each of the seven exercises in the director training is based on a tool or practice used by modern companies in project management and human resources management. They were designed with three goals in mind: to immediately increase the directors' level of preparedness for Camp, to produce a written record to be used by directors in subsequent Camp seasons, and to provide directors with an introductory level of experience with concepts and tools that will benefit them in their professional careers. The facilitator training portion centers around the creation of a 1 credit, repeatable hybrid course to both reward facilitators, train them in proper conduct and materials for camp, as well as collect valuable feedback from the facilitators. The creation of a larger spring training session, designed to prepare the facilitators for activity facilitation, emergency preparedness, and representing W. P. Carey and ASU, and the implementation of a summer review training session are designed to prepare facilitators to lead the best camp possible. Further, the essays and surveys involved in the class are set up to gather valuable information and feedback from the facilitators for further improving the program year-over-year.
ContributorsJansma, Bradley (Co-author) / Cogell, Grant (Co-author) / Pfund, Michele (Thesis director) / Reali, David (Committee member) / Department of Supply Chain Management (Contributor) / Department of Information Systems (Contributor) / School of Accountancy (Contributor) / Barrett, The Honors College (Contributor)
Created2017-05
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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

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
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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

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
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Description
Injury Prevention of Young Adult Competitive Athletes Abstract: This literature review covers many aspects of health and injury prevention that affects the young adult population. This review will begin to formulate a general guideline for sustaining performance while minimizing the incidence for injury. This population is specifically narrowed down to

Injury Prevention of Young Adult Competitive Athletes Abstract: This literature review covers many aspects of health and injury prevention that affects the young adult population. This review will begin to formulate a general guideline for sustaining performance while minimizing the incidence for injury. This population is specifically narrowed down to competitive athletes between the ages of 16-22. Some of the topics covered in this paper are the effects of macro-nutrients and micro-nutrients such as iron, calcium, vitamin D and vitamin C, on the body. Along with relating nutrition to lowering the risk of injury, there are also other topics covered such as sleep, stress relief in the form of binaural sounds, training and over-training. Nutrition topics include carbohydrates, proteins and fats, which are then split into their respective roles inside the body. These macro-nutrients are also associated with recovery and the timing and quantity consumed can be at optimal levels for competitive athletes based on gender, age and size. The vitamins and minerals discussed are also important factors in injury prevention related to bone, ligament and muscle strength. These micro-nutrients are also related to hormone regulation and immune system response which are necessary in mitigating the risk of injury in the population being analyzed. Finally, there is a training section of this literary review which covers monitoring external and internal loads experienced by the athletes, movement patterns as well as flexibility, and how to respond to over-training syndrome and overreaching in young adult athletes. Creating a balance between all aspects covered will result in a high likelihood of reducing the risk for injury in the young adult population.
ContributorsMark, Colby Jordan (Author) / Levinson, Simin (Thesis director) / Feser, Erin (Committee member) / Harrington Bioengineering Program (Contributor) / Barrett, The Honors College (Contributor)
Created2016-12
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The purpose of this paper was to identify issues that have arisen from lack of police officer training and misuse of force. The data analyzed is from the last 20 years and represents the ratio of shots fired to hit ratios in officer involved shootings. Using this information, the next

The purpose of this paper was to identify issues that have arisen from lack of police officer training and misuse of force. The data analyzed is from the last 20 years and represents the ratio of shots fired to hit ratios in officer involved shootings. Using this information, the next step was to look at different training simulations and scenario studies and how they relate to real life application in the field. The effects of the training and simulation studies provided insight into what training could implement. Specifically, FIRST training and simulations that replicated adrenaline and anxiety were effective in their results. Police officer training needs to implement similar programs as they could reduce the mistakes of officers and their use of force.
ContributorsMiller, Nicholas Earl (Author) / Johnston, Coy (Thesis director) / Fritz, Noah (Committee member) / W. P. Carey School of Business (Contributor) / School of Criminology and Criminal Justice (Contributor) / Barrett, The Honors College (Contributor)
Created2016-12
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Description
The National Center for Missing & Exploited Children (2014) estimated that one in six runaways were likely to be victims of sex trafficking. Nearly 88% of trafficking survivors reported having some kind of contact with the health care system while they were trafficked (Lederer & Wetzel, 2014). In this study,

The National Center for Missing & Exploited Children (2014) estimated that one in six runaways were likely to be victims of sex trafficking. Nearly 88% of trafficking survivors reported having some kind of contact with the health care system while they were trafficked (Lederer & Wetzel, 2014). In this study, the Office of Sex Trafficking Intervention Research at Arizona State University is attempting to determine the knowledge medical students and healthcare professionals have on identification of a sex trafficking victim and methods of reporting these situations within their organizations. To explore the knowledge providers and students have on sex trafficking victim identification as well as reporting protocols, our office sent out an online, anonymous survey to current medical students and healthcare professionals in the United States. The survey results will assist in the development of a training curriculum addressing the identification of sex trafficking victims within a medical setting and how to report within organizations. The anticipated outcome of this study was that medical students and healthcare professionals have not had training or continuing education on identifying a potential sex trafficking victim.
ContributorsMorris, Sierra Taylor (Author) / Roe-Sepowitz, Dominique (Thesis director) / Rendell, Dawn (Committee member) / School of Human Evolution and Social Change (Contributor) / Barrett, The Honors College (Contributor)
Created2016-05