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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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This thesis looks at the digitalization process holistically. It recognizes that for a digitalization initiative to be successful, it takes input from multiple departments and experts from diverse backgrounds. This paper will be evaluating the interconnectivity needed between the supply chain and human resources departments to spearhead the creation of

This thesis looks at the digitalization process holistically. It recognizes that for a digitalization initiative to be successful, it takes input from multiple departments and experts from diverse backgrounds. This paper will be evaluating the interconnectivity needed between the supply chain and human resources departments to spearhead the creation of a digitalization team. Both sectors must have a firm understanding of the other’s needs, in order to acquire, train, and maintain people who will have the necessary hard and soft skills to develop the digital processes. After conducting extensive research around hiring and training, the researchers identified several best practices that companies can utilize to build a successful digital logistics team. Regarding hiring, companies can improve their current practices by collaborating with universities to create synergy between enterprise needs and college curriculum, as well as utilizing talent acquisition data analytics. They must also employ targeted recruiting strategies to attract high-quality talent and create explicit and attractive job postings. In addition to hiring, companies must also continuously improve their training initiatives to ensure their team’s success. In order to do so, firms should conduct training needs analysis, personalize training using technology, offer non-traditional learning modalities, provide holistic supply chain training, and create a learning culture.

ContributorsRogers, Morgan Leigh (Co-author) / Veverka, Madison (Co-author) / Byrne, Jared (Thesis director) / Locke, Sandy (Committee member) / School of International Letters and Cultures (Contributor) / Dean, W.P. Carey School of Business (Contributor) / Department of Information Systems (Contributor) / Barrett, The Honors College (Contributor)
Created2021-05
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Description

This thesis looks at the digitalization process holistically. It recognizes that for a digitalization initiative to be successful, it takes input from multiple departments and experts from diverse backgrounds. This paper will be evaluating the interconnectivity needed between the supply chain and human resources departments to spearhead the creation of

This thesis looks at the digitalization process holistically. It recognizes that for a digitalization initiative to be successful, it takes input from multiple departments and experts from diverse backgrounds. This paper will be evaluating the interconnectivity needed between the supply chain and human resources departments to spearhead the creation of a digitalization team. Both sectors must have a firm understanding of the other’s needs, in order to acquire, train, and maintain people who will have the necessary hard and soft skills to develop the digital processes. After conducting extensive research around hiring and training, the researchers identified several best practices that companies can utilize to build a successful digital logistics team. Regarding hiring, companies can improve their current practices by collaborating with universities to create synergy between enterprise needs and college curriculum, as well as utilizing talent acquisition data analytics. They must also employ targeted recruiting strategies to attract high-quality talent and create explicit and attractive job postings. In addition to hiring, companies must also continuously improve their training initiatives to ensure their team’s success. In order to do so, firms should conduct training needs analysis, personalize training using technology, offer non-traditional learning modalities, provide holistic supply chain training, and create a learning culture.

ContributorsVeverka, Madison (Co-author) / Rogers, Morgan (Co-author) / Byrne, Jared (Thesis director) / Locke, Sandy (Committee member) / Department of Information Systems (Contributor) / Department of Supply Chain Management (Contributor) / Barrett, The Honors College (Contributor)
Created2021-05
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Description

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

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.

ContributorsSkelnik, Eason John (Author) / Byrne, Jared (Thesis director) / Desiderio, Jake (Committee member) / Department of Finance (Contributor) / Department of Supply Chain Management (Contributor) / Barrett, The Honors College (Contributor)
Created2021-05
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Description

COVID-19 has proved that our society can be adaptable in the most unexpected situations. Chaos and fear struck the nation causing people to react in a variety of ways in an attempt to protect their own self interests. The retail space has had to adjust in large scales, making the

COVID-19 has proved that our society can be adaptable in the most unexpected situations. Chaos and fear struck the nation causing people to react in a variety of ways in an attempt to protect their own self interests. The retail space has had to adjust in large scales, making the shopping experience safer both for the customer and the employees. I was able to experience this first hand at Target, working there many years previous to and during the pandemic, getting to see the shift in consumer patterns. I noticed customers would purchase more products in one department, then the next month it would shift to another department. This paper will analyze those shifts in sales trends both departmentaly and within shopping methods at Target to help identify the largest changes and the possible reasons behind these.

ContributorsSalow, Alexandra (Author) / Byrne, Jared (Thesis director) / Broyles, Katie (Committee member) / Department of Information Systems (Contributor) / Barrett, The Honors College (Contributor)
Created2021-05
Description

Ctrl+P is an online store for 3D printed items, founded by four members with experience in computer-aided design (CAD) and financial management. They initially started with a broader scope but later focused on designing custom pool racks for the pool community. They conducted customer discovery with over 634 ASU students

Ctrl+P is an online store for 3D printed items, founded by four members with experience in computer-aided design (CAD) and financial management. They initially started with a broader scope but later focused on designing custom pool racks for the pool community. They conducted customer discovery with over 634 ASU students and landed an ongoing business deal with Mill’s Modern Social, a pool hall and bar in Tempe. The team has already made a profit and aims to be revenue-earning by the end of the project. The financial plan includes potential expenses for website development, printer filament, and 3D printers. Ctrl+P's brand mission is to print products desired by customers that consult Ctrl+P. The long-term goal of the team is to continue to gain customers and expand the business to a larger customer base.

ContributorsBouslog, Craig (Author) / Valentine, John (Co-author) / Bolick, Ryne (Co-author) / Sauerman, Luke (Co-author) / Byrne, Jared (Thesis director) / Balven, Rachel (Committee member) / Kneer, Danny (Committee member) / Barrett, The Honors College (Contributor) / School of Sustainability (Contributor) / Mechanical and Aerospace Engineering Program (Contributor)
Created2023-05
Description

Being prepared to respond to difficult situations that arise in public health practice is an essential skill for the public health workforce.This empathic responding guide was designed to train students, volunteers, and staff of the ASU COVID-19 Case Investigation Team. The guide provides an overview of empathic communication, walks through

Being prepared to respond to difficult situations that arise in public health practice is an essential skill for the public health workforce.This empathic responding guide was designed to train students, volunteers, and staff of the ASU COVID-19 Case Investigation Team. The guide provides an overview of empathic communication, walks through a framework for responding with empathy, and outlines common difficult situations that arise in public health along with ways to respond with empathy to these situations. This guide can be adapted to a wide variety of settings and is meant to be used as a training tool for public health case investigators and other staff. This guide, available in a full and an abridged version, can be paired with hands-on workshops to provide engaging continuing education opportunities for public health teams.

Created2021-07-12
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Description

This communication guide outlines examples of specific situations that are difficult to respond to, and pairs them with examples of how to respond with empathy. This guide depicts these difficult case statements as rows with bold, italic text. Beneath each scenario is an example of an empathic response (underlined) that

This communication guide outlines examples of specific situations that are difficult to respond to, and pairs them with examples of how to respond with empathy. This guide depicts these difficult case statements as rows with bold, italic text. Beneath each scenario is an example of an empathic response (underlined) that can lead to a factual response or survey prompt (Figure 1). The responses use empathic communication to show the case that you are witnessing the emotion, rather than moving to the survey without acknowledging emotion. There is no one right answer to any difficult case statement.

Created2021-07-12
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Description

Being prepared to respond to difficult situations that arise in public health practice is an essential skill for the public health workforce.This empathic responding guide was designed to train students, volunteers, and staff of the ASU COVID-19 Case Investigation Team. The guide provides an overview of empathic communication, walks through

Being prepared to respond to difficult situations that arise in public health practice is an essential skill for the public health workforce.This empathic responding guide was designed to train students, volunteers, and staff of the ASU COVID-19 Case Investigation Team. The guide provides an overview of empathic communication, walks through a framework for responding with empathy, and outlines common difficult situations that arise in public health along with ways to respond with empathy to these situations. This guide can be adapted to a wide variety of settings and is meant to be used as a training tool for public health case investigators and other staff. This guide can be paired with hands-on workshops to provide engaging continuing education opportunities for public health teams.

Created2021-07-12