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Developing Millennials For Future Sales Careers

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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Experimental evaluation of DEFUSE: online de-escalation training for law enforcement intervening in mental health crises

Description
Training for law enforcement on effective ways of intervening in mental health crises is limited. What is available tends to be costly for implementation, labor-intensive, and requires officers to opt-in. DEFUSE, an interactive online training program, was specifically developed to train law enforcement on mental illness and de-escalation skills. Derived…

Training for law enforcement on effective ways of intervening in mental health crises is limited. What is available tends to be costly for implementation, labor-intensive, and requires officers to opt-in. DEFUSE, an interactive online training program, was specifically developed to train law enforcement on mental illness and de-escalation skills. Derived from a stress inoculation framework, the curriculum provides education, skills training, and rehearsal; it is brief, cost-effective, and scalable to officers across the country. Participants were randomly assigned to either the experimental or delayed treatment control conditions. A multivariate analysis of variance yielded a significant treatment-by-repeated-measures interaction and univariate analyses confirmed improvement on all of the measures (e.g., empathy, stigma, self-efficacy, behavioral outcomes, knowledge). Replication dependent t-test analyses conducted on the control condition following completion of DEFUSE confirmed significant improvement on four of the measures and marginal significance on the fifth. Participant responses to BPAD video vignettes revealed significant differences in objective behavioral proficiency for those participants who completed the online course. DEFUSE is a powerful tool for training law enforcement on mental illness and effective strategies for intervening in mental health crises. Considerations for future study are discussed.
ContributorsHacker, Robyn Lea (Author) / Horan, John J (Thesis advisor) / Homer, Judith (Committee member) / Atkinson, Robert K (Committee member) / Arizona State University (Publisher)
Created2017