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Developing Millennials For Future Sales Careers

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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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The effectiveness of Relationship Sales Versus Network Sales in the Financial Services Industry

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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…

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.
ContributorsSkelnik, Eason John (Author) / Byrne, Jared (Thesis director) / Desiderio, Jake (Committee member) / Department of Finance (Contributor) / Department of Supply Chain Management (Contributor) / Barrett, The Honors College (Contributor)
Created2021-05
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Network Dynamics and Coercion in International Relations

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When does coercion succeed in international relations? Why do states resist coercion in some cases but concede in others? This dissertation adopts network analysis to investigate the network factors influencing the success and failure of economic and military coercion. The first chapter addresses the coercion target states’ information problem regarding…

When does coercion succeed in international relations? Why do states resist coercion in some cases but concede in others? This dissertation adopts network analysis to investigate the network factors influencing the success and failure of economic and military coercion. The first chapter addresses the coercion target states’ information problem regarding how coercers would react to the targets’ resistances and concessions. By regarding resistances and concessions as network ties that can transmit information, it argues that past coercion outcomes endogenously influence targets’ current responses and coercion outcomes. Specifically, target states are more likely to concede to coercers who have been successful in gaining others’ compliance. Sender states are more likely to succeed in coercion when they had successful coercion in the past. The second chapter adds a condition to the first chapter’s argument. It argues that when being coerced by the same sender, a stronger sanction target’s compliance is likely to prompt a weaker target’s acquiescence, and that a weaker target’s resistance is likely to prompt a stronger target’s resistance. The third chapter explores how states’ positions in international security and economic networks influence the success and failure of military and trade coercion. States that occupy different network positions own different network power. I argue that when the coercion sender has relatively more network power than the target, the more likely coercion will be successful. I use interstate military alliances and arms transfer data to operationalize international security networks. International economic networks are operationalized by bilateral trade and regional trade agreements networks. Using military and trade coercion outcomes in the Military Compellent Threats (MCT) and the Threats and Imposition of Economic Sanctions (TIES) datasets as outcome variables, the statistical analysis partially supports my argument. Trade coercion is more likely to succeed when the sender has more network power. However, military coercion is less likely to succeed when the sender has more network power than the target.
ContributorsAi, Weining (Author) / Peterson, Timothy (Thesis advisor) / Thies, Cameron (Committee member) / Thomson, Henry (Committee member) / Chyzh, Olga (Committee member) / Arizona State University (Publisher)
Created2023