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- Creators: School of Criminology and Criminal Justice
- Member of: Barrett, The Honors College Thesis/Creative Project Collection
- Resource Type: Text
To bridge the gap between the growing sales industry there is the ability to properly train Millennials so they are successful and stay within their roles longer. By attacking this problem from a university level by strengthening sales programs as well as having employers understand and respond to needs of the Millennial generation, this will create an overall successful Millennial salesperson that will stay with their employer long term.
Strengths and weaknesses of this generation are also important to understand. Millennials are known to be tech-savvy, open-minded, collaborative, and connected, resourceful networkers. They also carry weaknesses and stereotypes of being lazy, lacking communication skills, impatient, entitled, and demanding of feedback and work flexibility. From an employer, they expect a large salary as well as a good culture, manager feedback, a mentor, work-life integration, an employer with a social responsibility mindset, and a sense of purpose.
An analysis of 12 sales programs at various universities across the country helped to understand what is being taught and offered to students as well as commonalities and differences that make a strong sales program. Commonalities among these programs include, about 250+ students, high job placement, sales labs, hosting and competing in sales competitions, and a desire to expand and grow their programs. Unique aspects of various programs were partnerships with the sales industry, hosting fundraisers, student ambassadors for the sales program, CRM courses, and internships and competition requirements.
Primary research was conducted to understand various sales development programs from companies in the sales industry. The 12 companies that participated in this research were from Arizona State University’s Sales Advisory Board. These companies completed a survey that provided detailed information of their onboarding and training process as well as their opinions of Millennial employees.
From this research, recommendations were formed for employers,
• creating a collaborative and innovative culture
• A mentorship program
• work flexibility
• continuous learning
• sense of purpose
As for Arizona State’s Sales Program, recommendations include,
• a mentorship program between Sales Scholars and the Sales Advisory Board
• creating a sales lab
• implementing CRM curriculum in classes
• continued support from the Board and alumni of the sales program
The insurance industry consists of financial advisors planning for individual’s financial future through defensive investments that will payout in case of something happening to a person’s greatest asset—themselves. Each financial advisor is mandated to pass a professional exam to receive their license in order to take in clients in each state. There is a process in which clients are serviced and sold on different products of insurance. Advisors need to consider client needs and service them with products are in their best interest and within financial reason. <br/> To sell a product you must have clients, and the way that financial advisor receive clients are generally through two ways: company provided or their own connections. At the end of the day, the goal is to get in front of more people and expand you circle. In that sense, there are two common way people address this expansion of circles and that is build relationships versus networking. The goal of this paper is to dive deep in the insurance industry and analyze the sales process when comparing the difference in selling through building relationships versus selling through networking.<br/> The research plan I have in mind start from researching background and history, to current practices environment, to method process solutions. In the initial stages of my research, I will focus on background and history of the financial services industry in terms of sales and insurance. This will address insurance sales processes in the financial services industry and its features as well as benefits. After explaining the step by step process and potential results of the sales process in the insurance industry, I will start researching current environments of the industry. This will explain the history, key theoretical elements, and significant events of the industry. <br/> The history of the background will set stage for me to address situational challenges in the business based on my own experience to which I will do research to find plausible sales process solutions when comparing relationship sales to networking sales. This research will then be synthesized with my own experimental solutions as I work in the industry, which will help me complete chapter 4 and 5 of my theses – Methods and Execution of Results.
Justice involved youth are an extremely important and vulnerable population. This alone makes understanding the systems they interact with even more vital due to the power those systems may have in the development of youth’s lives. Research suggests that social relationships impact youth development (Bronfenbrenner, 1977), including for justice-involved youth (Drake et al., 2014). However, gaps in literature exist in assessing multiple adult relationships for youth and measuring self-efficacy rather than probational success. The current study addresses these gaps in the literature with a sample of youth on probation (N = 889). Data came from two sources: self-report surveys from youth and official record data from the jurisdiction’s risk/needs assessment tools. Paired t-tests were administered to test the comparative levels of support between youth and the adults in their lives. It was found that youth and probation officer support had the strongest correlation. Then, linear regressions were utilized to assess relationship quality and youth self-efficacy. It was found that probation officer relationship quality was strongest in correlating to youth self-efficacy. Multiple regressions were also administered to analyze the moderation impact of probationary officer relationship quality and school employee relationship quality in relation to parent relationship quality. No statistically significant results were found. Findings suggest the importance of proximal relationships to youth and the critical importance of the probationary officer relationship to youth who are on probation.
Until the 2012 decision in Miller v. Alabama, youth under the age of 18 were mandatorily sentenced to death by incarceration for certain acts in 45 states. Adolescence is understood to be an impressionable period for the development of relationship and socialization skills. While a breadth of research has explored the impact of social ties on the experiences and outcomes of incarcerated adults, less research has examined the impact of relationships for those incarcerated in adult prisons as youths. Following the landmark Montgomery v. Louisiana case, hundreds of individuals originally sentenced as youth to die in prison were released and had to navigate a society and community vastly different from the one they left in their adolescence. The current study explores the impact of long-term incarceration on an individual's ability to navigate relationships with others during and after incarceration. A case study of five re-entered Black men shows how sharing traumatic experiences throughout incarceration forged deep bonds amongst "juvenile lifers" that extend beyond the prison setting and facilitated individual-level posttraumatic growth. Findings suggest revisions to the parole stipulation prohibiting engagement amongst those with felony convictions.