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A Gold Standard for Sales: Building a More Complete Sales Platform for Professionals

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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How To Start...A Start-up Business

Description
My thesis was designed as a creative project. My overall mission was to develop an idea that involved both my major in marketing and minor in health and wellness. My topic was how to start... a start-up business. My business, PEAK4U, is a professional fitness center that provides classes in…

My thesis was designed as a creative project. My overall mission was to develop an idea that involved both my major in marketing and minor in health and wellness. My topic was how to start... a start-up business. My business, PEAK4U, is a professional fitness center that provides classes in therapeutic yoga, meditation, Physical Therapy, massage, and personal training. The customers are other business entrepreneurs who would like to provide their service at our facility. I obtained an LLC, Articles of Organization, and started a bank account for PEAK4U. I located a space to house all of these activities where I charge 25$ per hour no matter what service they provide. I have created a website that provides all the information on our instructors, classes, products we sell, and an area where instructors can apply online. This idea has been developed over my four-year academic career at ASU. A few of my honors classes here at Barrett have given me the knowledge in how to start a business. With the help from my director John Dietrich and my committee member Tiffany Gray, I was given insight from both the business and fitness sides on how to create this business. This thesis was designed to help finance doctorate school in Physical Therapy and help me to gain experience in a field that I am passionate about. Overall, the creation of this business was not very time consuming because our entrepreneurs are accountable for creating their own marketing, but must pass it through me for approval.
ContributorsGuido, Trevi (Author) / Dietrich, John (Thesis director) / Gray, Tiffany (Committee member) / Department of Marketing (Contributor) / School of Nutrition and Health Promotion (Contributor) / Barrett, The Honors College (Contributor)
Created2017-12