Matching Items (2)
Filtering by
- Creators: Dietrich, John
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
As graduation season approaches each year, companies are seeking to hire the top talent from different universities all over the world. The battle to hire recent college graduates stems from the desire to hire young, hungry, and excited employees. However, with young age comes a lack of experience and exposure to the work force. The purpose of this thesis is to understand how recruiters from large corporations decide which candidates to hire, specifically candidates who are recent college graduates. Given that recent college graduates have little to no experience, it can be challenging for recruiters to determine their potential performance in each role. In comparison to seasoned professionals who have years of industry experience under their belts, it can be challenging for a recruiter effectively determine a young professional’s skills, work ethic, and industry knowledge.
I have identified and explained the different hiring methods that companies use when recruiting new talent to provide background information for my research. Furthermore, I have also interviewed several recruiters from large corporations in order to gain a further understanding of the university recruitment process, including what works and what doesn’t work. From the gathered research, I discovered key findings surrounding the topics of the interview process itself, how to properly assess a candidate, key components of the process and suggestions for enhancing the process. With this information, I have established recommendations for interviewing college graduates such as incorporating a pre-hire assessment into the process, implementing an on-site experience, condensing the process and clearly defining the interview protocol.
I have identified and explained the different hiring methods that companies use when recruiting new talent to provide background information for my research. Furthermore, I have also interviewed several recruiters from large corporations in order to gain a further understanding of the university recruitment process, including what works and what doesn’t work. From the gathered research, I discovered key findings surrounding the topics of the interview process itself, how to properly assess a candidate, key components of the process and suggestions for enhancing the process. With this information, I have established recommendations for interviewing college graduates such as incorporating a pre-hire assessment into the process, implementing an on-site experience, condensing the process and clearly defining the interview protocol.
ContributorsThurman, Brittney Victoria (Author) / Montoya, Detra (Thesis director) / Dietrich, John (Committee member) / Department of Management and Entrepreneurship (Contributor) / Department of Marketing (Contributor) / Department of Information Systems (Contributor) / Barrett, The Honors College (Contributor)
Created2020-05