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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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Death and Tactics: An Analysis of Practical Chess Problems

Description
The purpose of this project is to aid a chess coach in instructing a scholastic chess team. Included in the project is a guide to starting a scholastic chess club or team and recommended procedures for developing it. The reader is expected to know basic chess terminology and have at…

The purpose of this project is to aid a chess coach in instructing a scholastic chess team. Included in the project is a guide to starting a scholastic chess club or team and recommended procedures for developing it. The reader is expected to know basic chess terminology and have at least a beginner's understanding of the game of chess (though a chess coach should probably be a competitive chess player). The portion of the introduction on starting a chess club is largely understandable to a person without a background in chess. A tactic is a combination of moves that clarify a chess position in favor of the executor. Chess problems are the demonstration of tactics in a chess game, and their purpose is to increase the player's tactical eye and his or her enjoyment of the game. The chess tactics in this project are geared toward an intermediate to advanced level chess player.
ContributorsGreen, Jeffrey Alan (Author) / Millard, Bruce (Thesis director) / Ashbrook, Mark (Committee member) / Barrett, The Honors College (Contributor) / Department of Management (Contributor)
Created2013-05