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Course Criteria
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3.00 Credits
This course covers the role of sales in the economy, the importance of a positive sales attitude, the importance of communication skills, the basic steps of a sale, and how a salesperson is viewed as a representative of a specific company. (Prerequisite: None) (3 credits: 3 lecture/0 lab)
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3.00 Credits
This course covers the fundamentals of sales promotion, the types of promotional tools available, and effective use of those tools. This course also focuses on advertising including the various types of retail advertising options, the parts of the advertisement, and the creation of actual advertisements as a part of class work. (Prerequisite: None) (3 credit: 3 lecture/0 lab)
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2.00 Credits
Visual display is an important part of the selling process. In this course, the student will analyze store image and create displays. The student will receive instruction on the principles and elements of design, lighting techniques, and how to utilize the appropriate props, mannequins, and fixtures. Students are required to build various types of displays. (Prerequisite: None) (2 credits: 1 lecture/1 lab)
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2.00 Credits
This course covers telemarketing business-to-business applications, locating business opportunities, maintaining customer files, utilizing sales language/tempo, planning revenue calls, closing and evaluating calls. Students will practice telemarketing sales skills as part of class work. (Prerequisite: None) (2 credits: 2 lecture/0 lab)
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3.00 Credits
The basic operational side of a retailing business is the focus of this course. The course covers information on housekeeping, cashiering, customer service, security, shoplifting, marking, receiving and storing of merchandise. Principles and techniques for physical layout of the selling floor utilizing retail layout principles to create a store image and ambiance along with the calculation of layout profitability ratios are addressed. (Prerequisite: None) (3 credits: 3 lecture/0 lab)
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3.00 Credits
This course focuses on practical application of communication skills as they apply to selling. Primary attention is given to customer prospecting, utilization of information and skills to appeal to customer needs, completing the sale, and follow up and review. Significant time is spent planning, delivering and critiquing sales presentation. (Prerequisite: Instructor Approval) (3 credits: 0 lecture/3 lab)
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3.00 Credits
This course is an in-depth study of market segmentation, target marketing, business-to-business marketing and the analyzing of market opportunities as to how these marketing elements affect product development, pricing, and distribution. Through case studies students will follow products from conception through the various marketing and distribution channels to final target markets. (Prerequisite: Instructor Approval) (3 credits: 0 lecture/3 lab)
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3.00 Credits
Unit and dollar inventory systems are essential to the retailing business. This course covers minimum and maximum inventory levels, the calculation and interpretation of inventory ratios, book inventory, retail method of inventory, and the various ways in which inventory status can be analyzed to insure profitability on on-hand inventory. Computer applications are emphasized. (Prerequisite: None) (3 credits: 3 lecture/0 lab)
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3.00 Credits
This course covers fundamentals of sales administration necessary for managing a wholesale or direct sale business and the sales territory associated with that business, concepts for daily administrative activities, creating customer filing systems, managing time, scheduling sales activities and developing profitable sales strategies. Concepts will be learned through case studies and/or live territory projects. (Prerequiste: Instructor Approval) (3 credits: 3 lecture/0 lab)
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3.00 Credits
This course is designed to present basic principles of sales management. The course will help the student to understand the organization and functions of managing a selling force. Coverage includes information on budgeting, setting sales goals, leading a sales force and measuring sales force performance in the field.(Prerequisite: Instructor Approval) (3 credits: 3 lecture/0 lab)
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