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Course Criteria
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3.00 Credits
Spring. Developing an understanding of relationship strategies; adjusting one's own behavior to fit a prospect or customer's needs.
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3.00 Credits
Fall. Administrative functions performed by the sales force director, including personnel selection, initial training and ongoing development, compensation, supervision, counseling, improving sales performance, scheduling activities of salespersons, and evaluation and control of performance.The relationship between sales and other parts of the organization. Prerequisite: PRS 336.
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3.00 Credits
Summer. Internship with a professional sales organization to gain on-the-job experience. The organization is chosen by the student and department head; supervision is by a faculty member. A written report is required. A minimum of 320 on-the-job hours is required. Prerequisites: PRS 336, 371.
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3.00 Credits
Fall, Spring. A pragmatic classroom application of success principles including advanced communications, negotiations, and sales simulations. Students participate in seminar workshops hosted by successful salespersons. Prerequisite: PRS 371.
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3.00 Credits
Fall, Spring, Summer. Psychological development from infancy through adulthood with emphasis on physical and motor, mental and language, emotional and social development. Prerequisite: PSY 201.
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3.00 Credits
Fall, Spring, Summer. Biological processes contributing to human behavior. Detailed review of the nervous system with topics of interest including sleep and dreams, memory and learning, psychopharmacology, brain damage and recovery and physiological models for schizophrenia and depression. Prerequisite: PSY 201 or consent of instructor.
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3.00 Credits
Fall, Summer. The scientific method as applied to behavioral science through a study of research techniques and statistical analysis of data. Emphasis upon developing skills with descriptive and inferential statistics. Three class periods and two hours laboratory per week. Prerequisite: PSY 201 or consent of instructor.
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3.00 Credits
Spring, Summer. Research methods of behavioral science, including observation, surveys, physical trace, experimental designs, program evaluation, various analyses of variance and nonparametric procedures to analyze data. Computer work and additional statistical techniques. A research project involving data collection, analysis, and report is required. Three class periods and two hours laboratory per week. Prerequisite: PSY 325 or consent of the instructor.
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1.00 - 6.00 Credits
See Cooperative Education catalog section.
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3.00 Credits
Fall, Summer. Major theories of personality are analyzed for their contribution to understanding human motives, development, psychopathology and behavior change. Emphasis upon conceptual understanding of the theories and the ability to communicate ones understanding in writing.
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