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- Creators: Barrett, The Honors College
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Description
After freelancing on my own for the past year and a half, I have realized that one of the biggest obstacles to college entrepreneurs is a fear or apprehension to sales. As a computer science major trying to sell my services, I discovered very quickly that I had not been prepared for the difficulty of learning sales. Sales get a bad rap and very often is the last thing that young entrepreneurs want to try, but the reality is that sales is oxygen to a company and a required skill for an entrepreneur. Due to this, I compiled all of my knowledge into an e-book for young entrepreneurs starting out to learn how to open up a conversation with a prospect all the way to closing them on the phone. Instead of starting from scratch like I did, college entrepreneurs can learn the bare basics of selling their own services, even if they are terrified of sales and what it entails. In this e-book, there are tips that I have learned to deal with my anxiety about sales such as taking the pressure off of yourself and prioritizing listening more than pitching. Instead of trying to teach sales expecting people to be natural sales people, this e-book takes the approach of helping entrepreneurs that are terrified of sales and show them how they can cope with this fear and still close a client. In the future, I hope young entrepreneurs will have access to more resources that handle this fear and make it much easier for them to learn it by themselves. This e-book is the first step.
ContributorsMead, Kevin Tyler (Author) / Sebold, Brent (Thesis director) / Kruse, Gabriel (Committee member) / Computer Science and Engineering Program (Contributor) / Barrett, The Honors College (Contributor)
Created2018-05
Description
The purpose of this essay is to explain how celebrities manage their brand, as an image and commodity, using social media. Merriam-Webster defines "celebrity" as the "state of being celebrated." This essay will continue to explain how this state of celebration is a manufactured idea by the individual and the media's portrayal. Celebrities are "well-known for their well-knowness" (Boorstin, 1961, p. 58). Boorstin (1961) explains celebrities achieve fame not for their achievements, but by creating a unique personality (as cited in Turner, 2004). Crowd culture, networks, and audience knowledge are tools celebrities must use to navigate digital nuances. They must manage performance of self, adhere to internet social norms, and the obsessive fame culture. Celebrities are often referred to have "star power" and have a certain "charisma." This cultural identity is "negotiated and formed" contrived by a team through promotion, publicity, and advertising (Turner, 2004). Celebrities market themselves through branded content, media used to promote a product, on their social media pages while targeting crowd cultures. Networks truly define how celebrities must brand themselves on social media. This person-to-person contact establishes fan and consumer connections that build the celebrity's base and following. Despite campaigning in a digital world, it goes back to people connecting with people, not accounts linking to accounts. Celebrities manufacture all of these strategies and tactics as they market themselves as a commodity to target crowd culture audiences. This is why targeting crowd cultures is vitally important for celebrities. This essay explores the techniques of select celebrities as they succeed and fail navigating digital nuances.
ContributorsPierce, Ellen (Author) / Jacoby, Jim (Thesis director) / Himberg, Julia (Committee member) / Department of English (Contributor) / Walter Cronkite School of Journalism and Mass Communication (Contributor) / Barrett, The Honors College (Contributor)
Created2017-12
Description
This paper explores the intersection between principles of Information Measurement Theory (IMT) and sales techniques to identify a best value approach for sales professionals. Developed at Arizona State University and supported by numerous academic publications, IMT is a thinking paradigm that utilizes deductive logic and reasoning to understand how the world works and identify best value practices that minimize risk, decision making, and stress. One core concept of IMT is that individuals have no influence on the people around them, an idea that directly contradicts with traditional beliefs of the sales industry. The goal of this paper is to understand the qualities that make a sales professional successful from an IMT perspective, while outlining best value practices to apply in the real world. Comparison research for the sales industry was conducted by analyzing classic and modern sales literature, author participation in an industry-leading, professional sales training program, and input from sales professionals. The analysis identifies how top sales experts utilize techniques that allow them to efficiently uncover dominant information about their prospects' needs and then use that information to sell a valuable product to their customers. The analysis also outlines the common personality traits amongst well-aligned sales professionals. By adopting the practices and thinking paradigms outlined in this paper, individuals can maximize their potential in a sales career.
ContributorsFrelka, Benjamin (Author) / Kashiwagi, Dean (Thesis director) / Kashiwagi, Jacob (Committee member) / Barrett, The Honors College (Contributor)
Created2015-05
Description
The purpose of this study is to discover the exposure and network patterns during the 2013-2015 Ebola Virus Disease epidemic. The author accomplished this by taking an opportunistic sample of news and academic articles, some of which may also capture cases untreated and therefore unrecorded by hospitals and treatment units. Most of the 315 cases came from the Washington Post, New York Times, and World Health Organization, and they consistently captured between 1-2% of WHO case numbers. The results show that of cases with known exposures, 53.6% became infected through contact with sick family members. Hospital and funeral transmission accounted for the second and third most frequent exposure scenarios at 24.6% and 12.9% respectively. The exposures over time imply that hospital and funeral transmission prevention efforts have been successful, but family transmission has remained common throughout the outbreak. Prevention initiatives should focus on families earlier in epidemics to help control EVD's spread.
ContributorsCleaton, Julie Marie (Author) / Chowell, Gerardo (Thesis director) / Hurtado, Ana Magdalena (Committee member) / Barrett, The Honors College (Contributor) / School of Human Evolution and Social Change (Contributor) / School of Life Sciences (Contributor)
Created2015-05
Description
Analytic research on basketball games is growing quickly, specifically in the National Basketball Association. This paper explored the development of this analytic research and discovered that there has been a focus on individual player metrics and a dearth of quantitative team characterizations and evaluations. Consequently, this paper continued the exploratory research of Fewell and Armbruster's "Basketball teams as strategic networks" (2012), which modeled basketball teams as networks and used metrics to characterize team strategy in the NBA's 2010 playoffs. Individual players and outcomes were nodes and passes and actions were the links. This paper used data that was recorded from playoff games of the two 2012 NBA finalists: the Miami Heat and the Oklahoma City Thunder. The same metrics that Fewell and Armbruster used were explained, then calculated using this data. The offensive networks of these two teams during the playoffs were analyzed and interpreted by using other data and qualitative characterization of the teams' strategies; the paper found that the calculated metrics largely matched with our qualitative characterizations of the teams. The validity of the metrics in this paper and Fewell and Armbruster's paper was then discussed, and modeling basketball teams as multiple-order Markov chains rather than as networks was explored.
ContributorsMohanraj, Hariharan (Co-author) / Choi, David (Co-author) / Armbruster, Dieter (Thesis director) / Fewell, Jennifer (Committee member) / Brooks, Daniel (Committee member) / Barrett, The Honors College (Contributor) / School of Mathematical and Statistical Sciences (Contributor)
Created2013-05
Description
As technologies advance, so does the curiosity and exploration of humankind. There are many domains across this planet that are unexplored \u2014 the depths of Earth's ocean being one of the most predominant. While the ocean covers seventy percent of Earth's surface, a vast ninety-five percent of this realm remains untouched and unseen by the human eye. The biggest causality of this can be identified in the limitations of current technologies and the large expense associated with delving into these dangerous and uncharted areas. Underwater communication between unmanned devices is the solution to this problem. With the oceanic deployment of wirelessly connected unmanned underwater vehicles (UUVs), researchers can limit risk to human safely and retrieve invaluable oceanographic data from unimaginable depths. However, before this system can be physically deployed, the network topology and environmental interactions must be simulated. More specific to the application, how does attenuation of optical propagation degrade between transmissions? A widely used open source network simulator is the ns series: ns-1, ns-2, and ns-3. Ns-3 is the most recent version, and is a valuable tool for modeling network interactions. However, underwater simulation proposes a limitation \u2014 a three-dimensional consideration for pressure. To properly model this interaction, it is vital that an extension to ns-3 be provided in order to account for the affects pressure has on the propagation of a signal at varying depths.
ContributorsSowa, Ryan John (Author) / Richa, Andrea (Thesis director) / Saripalli, Srikanth (Committee member) / Zhou, Chenyang (Committee member) / Barrett, The Honors College (Contributor) / Computer Science and Engineering Program (Contributor)
Created2013-05
Description
The rising age of the Baby Boomer generation has made a significant impact on the workforce, leaving leadership gaps that Generation X is unable to fill. This leaves an opportunity for the Millennial generation to step up and use their strengths and skills to become stronger leaders of the business and sales industry.
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
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
ContributorsQuinn, Jacklyn Michelle (Author) / Montoya, Detra (Thesis director) / Dietrich, John (Committee member) / Department of Marketing (Contributor) / Barrett, The Honors College (Contributor)
Created2017-05
Description
IoT Media broadcast devices, such as the Roku stick, Amazon Fire, and Chromecast have been emerging onto the market recently as a portable and inexpensive alternative to cable and disk players, allowing easy integration between home and business Wi-Fi networks and television systems capable of supporting HDMI inputs without the additional overhead of setting up a heavy or complicated player or computer. The rapid expansion of these products as a mechanism to provide for TV Everywhere services for entertainment as well as cheap office appliances brings yet another node in the rapidly expanding network of IoT that surrounds us today. However, the security implications of these devices are nearly unexplored, despite their prevalence. In this thesis, I will go over the structure and mechanisms of Chromecast, and explore some of the potential exploits and consequences of the device. The thesis contains an overview of the inner workings of Chromecast, goes over the segregation and limited control and fundamental design choices of the Android based OS. It then identifies the objectives of security, four different potential methods of exploit to compromise those objectives on a Chromecast and/or its attached network, including rogue applications, traffic sniffing, evil access points and the most effective one: deauthentication attack. Tests or relevant analysis were carried out for each of these methods, and conclusions were drawn on their effectiveness. There is then a conclusion revolving around the consequences, mitigation and the future implications of security issues on Chromecast and the larger IoT landscape.
ContributorsHuang, Kaiyi (Author) / Zhao, Ziming (Thesis director) / Ahn, Gail-Joon (Committee member) / W. P. Carey School of Business (Contributor) / Computer Science and Engineering Program (Contributor) / Barrett, The Honors College (Contributor)
Created2016-12
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