Matching Items (9)
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- All Subjects: Film
- All Subjects: Sales
- Creators: Department of Management and Entrepreneurship
- Resource Type: Text
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
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
Description
As the Hispanic community is expanding, television networks need to find or create content that can be distributed successfully in Latin America and the United States. To discover what can be sold internationally, this study is divided into three parts: Content, Sale and Distribution. In Section II (Content), what is selling in both the United States and Latin America was analyzed. Since telenovelas have been the most popular form of television entertainment in Latin America, telenovelas from the 80s to the present were investigated. Telemundo (owned by NBC) and Univision (owned by Univision Communications and Televisa Entertainment from Mexico) are the two most established networks broadcasting in Spanish in the US. Factors in Telemundo's ratings success were studied to determine whether "series" in Spanish were becoming the new form of telenovelas. Produced format sells for telenovelas in Spanish that derive from television shows in English were analyzed based on their content and success. English television shows that derive from telenovelas in Spanish were evaluated based on their reception by the Hispanic community in the US. In Section III (What to Sell?), suggestions on a new content are made based on the previous analysis. Section IV (Distribution) examines the rise of internet streaming services such as Netflix. This section comments on whether networks should distribute their content in streaming services vs. traditional network outlets.
ContributorsMonserrate, Angelica Krystal (Author) / Maday, Gregory (Thesis director) / Giner, Oscar (Committee member) / Bernstein, Gregory (Committee member) / School of Social Transformation (Contributor) / Thunderbird School of Global Management (Contributor) / Department of Management and Entrepreneurship (Contributor) / School of Film, Dance and Theatre (Contributor) / Barrett, The Honors College (Contributor)
Created2016-12
Description
Workers in sales roles are often faced with a large number of time management decisions on a daily basis. Sales people must choose where they should be spending their time in order to create revenue while also maintaining a healthy work-life balance. In this thesis project, a sales process is analyzed to see if there is an opportunity to increase both revenue and work-life balance. This paper investigates a wholesale insurance brokerage company, Risk Placement Services, and their sales force of brokers. A significant portion of these brokers’ workday consists of the backend task of marketing accounts to insurance carriers to find coverage. This is necessary for the completion of the sales cycle but either limits the amount of time brokers can be out on the road or on calls trying to bring in new business or makes them work longer off the clock hours to get these accounts out to insurance carriers. The more business a broker is bringing in, the more time they have to spend marketing these new accounts to carriers, which puts them into a constant snowball of increasing tasks and goals. The main model for the analysis of this problem will be Reframing Organizations by Bolman & Deal which focuses on using their four-frame model to analyze and gain more insight into organizations. Being able to understand this problem from multiple perspectives will allow a more holistic solution to be reached. Following this analysis multiple potential solutions are discussed towards the end of this thesis project.
ContributorsWard, James Henry (Author) / deLusé, Stephanie (Thesis director) / Thomas, Ash (Committee member) / Department of Management and Entrepreneurship (Contributor, Contributor) / Barrett, The Honors College (Contributor)
Created2021-05
Description
The motion picture and television industry is more than just lights, camera, and action. This $2 trillion dollar industry would not be able to function without the business behind the camera. Everything from content distribution, media sales, marketing, accounting, and finance goes into the creation and success of a television show and movie. At Arizona State University, there are currently not enough resources for students pursuing the business behind the motion picture and television industry. With in-depth knowledge and research of the industry, we will provide background on the industry as a whole and then a structured business degree that will be integrated within the W. P. Carey school of business.
ContributorsJenq, Natalie (Author) / Daniels, Tessa (Co-author) / Ostrom, Amy (Thesis director) / Blum, Nita (Committee member) / Barrett, The Honors College (Contributor) / The Sidney Poitier New American Film School (Contributor) / Department of Information Systems (Contributor) / Department of Management and Entrepreneurship (Contributor) / Department of Marketing (Contributor)
Created2023-05
Description
Executive Summary: Luke Armistead and his crew are seeking investments in the form of cash or assets (i.e. shooting location, drivable car, film equipment, etc.) in order to make “Red Fox Does Not Move”, a short action-thriller. “Red Fox Does Not Move” tells the story of two government agents seeking revenge against Domino Mancini, a violent mob boss. This short film is meant to target U.S. adults, especially those who use YouTube. The action-thriller genre is popular in the U.S. among adults, and since an overwhelming majority of adults use YouTube, the video hosting website is a good place to distribute the film after the private showings. In order to build anticipation for the film, a vlog series detailing production of the short film will be produced in tandem with the film. “Red Fox Does Not Move” is planned to be distributed via film festival (e.g. Sundance, Cannes, AFA, etc.) as well as select local theaters holding local short film showings/mini festivals.
ContributorsArmistead, Luke M (Author) / Melby, Amanda (Thesis director) / Fortunado, Joseph (Committee member) / School of Film, Dance and Theatre (Contributor) / Department of Management and Entrepreneurship (Contributor) / Barrett, The Honors College (Contributor)
Created2020-05
Description
Companies are constantly looking for a way to increase sales and productivity from their workforce. A popular way to spark motivation and competition is through employee sales contests or incentive-based plans. In theory, these contests are geared to include every employee at the sales level in the organization and are thought to boost motivation across the board. But, sales contests receive substantial attention regarding their effectiveness from the academic and professional press due to some unethical incidents happening at large corporations. There have been many studies regarding the effectiveness of contests, but many have inconclusive results and do not produce a definite answer. Because of this, further research is needed to confirm the effectiveness of such contests used in the professional world. Further research would require a study that is much longer in length, as there are many variables that are behind the psychological factors associated to sales contests.
I conducted a study on the effective design, implementation, motivational factors, and takeaways upon completion of such contests. The purpose of this study is to find out whether or not sales contests are an effective way of motivating a diverse workforce. The results suggest that sales contests are a hyper-efficient tool to increase employee motivation but must be prepared for and implemented correctly in order to achieve efficient results. I recommend that sales managers use contests as a tool to gauge the motivational and behavioral changes in their employees resulting from such contests, instead of just trying to gain more revenue. Also, to combat the growing threat of unethical behaviors as a result of running sales contests, leaders need to implement appropriate measures, like unethical behavior diversion courses.
I conducted a study on the effective design, implementation, motivational factors, and takeaways upon completion of such contests. The purpose of this study is to find out whether or not sales contests are an effective way of motivating a diverse workforce. The results suggest that sales contests are a hyper-efficient tool to increase employee motivation but must be prepared for and implemented correctly in order to achieve efficient results. I recommend that sales managers use contests as a tool to gauge the motivational and behavioral changes in their employees resulting from such contests, instead of just trying to gain more revenue. Also, to combat the growing threat of unethical behaviors as a result of running sales contests, leaders need to implement appropriate measures, like unethical behavior diversion courses.
ContributorsWitt, Tyler Lee (Author) / Montoya, Detra (Thesis director) / Dietrich, John (Committee member) / Department of Marketing (Contributor) / Department of Management and Entrepreneurship (Contributor) / Barrett, The Honors College (Contributor)
Created2019-05
Description
There exists a prejudicial influence in the way that psychological thrillers depict their mentally-ill subjects. Accordingly, this creative project closely examines scenes from the following four seminal films: Psycho, Taxi Driver, American Psycho, and Joker -- each of which exemplifies four psychosocial themes that have a dominant presence within the ‘psycho-thriller’ sub-genre. These include themes of toxic masculinity, urban corruption, social class, and latent trauma. Each of these are then discussed in terms of their presence and meaning within the genre -- particularly the method in which they reinforce prejudicial understandings of severe mental illness (SMI) despite reflecting the dominant beliefs of medico-scientific communities, criminological theorists, and psychoanalytic schools of thought of the eras in which they were released. Given that these theories continue to inform the public’s understanding of severe mental illness (SMI), this thesis seeks to expose how the enduring presence of these psychosocial themes within the ‘psycho-thriller’ subgenre has conflated the presence of mental illness with criminal disposition. After discussing the representation of these themes in each film, this paper highlights how psychological thrillers may function as instruments of advocacy for mental health in spite of their ‘horrific’ elements, and provides examples of how other entertainment media have helped normalize neurodivergence in a neurotypical society.
ContributorsHernandez, Martin (Author) / Miller, April (Thesis director) / Cavanaugh Toft, Carolyn (Committee member) / Department of Management and Entrepreneurship (Contributor) / School of International Letters and Cultures (Contributor) / Barrett, The Honors College (Contributor)
Created2021-12
Description
The movie industry is an uncertain business, and films often fail to make money, so the movie promotions and marketing decisions studios make are vital in determining success. With movie promotions, people from different cultures can perceive films and their advertising efforts differently because of their backgrounds, so movie marketers must recognize these differences to be able to succeed in international markets. This thesis is intended to help provide information for filmmakers and their respective film advertisers on how different cultures may perceive promotional movie poster factors, and how they can be more successful in their pursuit. Specifically, we are focusing on the influence of stars and review sources featured on such posters and how they might play into someone’s response to a film. To do so, we will be comparing viewers relative to their Hofstede cultural dimensions (of individualism and collectivism and power distance) to understand what factors might influence a society more and why. We first dive into our preliminary research, then make predictions and test them through a 2x2 study to determine what movie promotion elements are most influential to different viewers. Next we will conclude with the managerial implications and limitations and future research of our study. Overall, our research and data findings offer insights to filmmakers on how they might enhance and tailor their movie promotions when marketing to different cultures.
ContributorsGardner, Kyra (Author) / Cheruvu, Niyati (Co-author) / Eaton, Kate (Thesis director) / Palmer, James (Committee member) / Barrett, The Honors College (Contributor) / Department of Marketing (Contributor) / Department of Management and Entrepreneurship (Contributor)
Created2022-05