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Course Criteria
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2.00 Credits
This course challenges you to grapple with issues of professional ethics and integrity in sales, including accurately portraying company and competitor products, services and capabilities, ethical communication, building trust, ethical dilemmas in sales and using sound business practices. You will explore special issues for women in sales. Case studies are the foundation for exploration of these topics. Also offered in Weekend College. Prerequisite: SALE 3330. Prerequisite with concurrency: BUSI 3650.
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4.00 Credits
This course provides an overview of selling in the financial services industry. It focuses on consumer, relationship selling and provides an overview of selling one-on-one vs. institutional financial services sales. You will explore in-depth how consumers make financial decisions, how to assess variable needs of a diverse clientele, and how to gain commitment and support from others. You will understand the entrepreneurial skills and effective marketing strategies needed to acquire and maintain clients. You will explore emotional competence as a major skill in self-management. You will examine legal compliance issues. You will learn how to integrate technology for contact, time and database management. Prerequisite: SALE 2330. Prerequisite with concurrency: SALE 3330.
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4.00 Credits
You will learn sophisticated sales processes surrounding strategic account management. You will focus on strategy and strategic sales planning (mapping the account) with the ultimate objective of creating value for the customer. Other key elements include negotiation, understanding the informal organization and influential decision makers, and how to develop strategic business partnerships. A review of the overall sales process and team selling through a more strategic lens is included. Integrating strategic and tactical thinking, supply chain management, dealing with the complex sale and influencing multiple decision makers are crucial in successful complex sales. Also offered in Weekend College. Prerequisite: SALE 3330. Highly recommended: ACCT 2130, SALE 4754 and a negotiation or persuasion course.
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4.00 Credits
You will explore leadership skills for a sales environment and examine performance management and compensation systems and their application in sales. You will learn about coaching employees for improved performance, providing evaluative and developmental feedback, building a vision for the sales force, motivating sales employees and creating a team environment in sales. You will explore current strategic sales issues in-depth. Also offered in Weekend College every other year in fall. Prerequisite: SALE 3700 or 4430 or permission of instructor.
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4.00 Credits
Introduction to the basic ideas used by sociologists to understand societies, groups, relationships and the connection between the individual and the society. This course surveys the major topic areas of sociology, including culture, inequality, institutions, social interaction and social change, with application to current events and everyday life. Offered every semester. Also offered in Weekend College.
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4.00 Credits
Introduction to the basic concepts of quantitative research in the social sciences. Topics include problem formulation, design, sampling, measurement, data-collection techniques and interpretation of results. Ethical issues in research are considered. You conduct a quantitative research project. This course includes many of the skills you will need to complete the core information technology requirement. Students interested in qualitative methods are directed to SOCI 3250. Offered annually. Prerequisite: SOCI 1000 or permission of instructor.
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4.00 Credits
This course provides an in-depth overview of the dynamics of inequality, intersecting oppressions, models of civic engagement and systemic social change. Classism, racism, sexism, heterosexism, ableism and speciesism are examined as systems of power and privilege that are socially constructed and subject to social change. This course?bridges classroom and the community, theory and practice through readings, discussions, guest speakers, visits to community partner agencies, and?a community work and learning component. Offered annually. Also offered as CRST and WOST. Required for civic engagement minor but open to all students. Prerequisites: None.
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4.00 Credits
Examines the social and cultural aspects of disease and the institutions devised to cope with it. Moving beyond the "medical model" of disease, the course explores illness as a social phenomenon, caused by social factors and defined in cultural terms. It also examines the organization of healthcare in the United States, including the rise of the professions, the financing of care and prospects for change. Offered annually.
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4.00 Credits
Examines the social problem of war and the social construction of peace. The course includes examination of the causes of war, the effects on society of war and preparation for it, the relationships between war, peace and justice, and methods of reducing war and promoting peace. Offered alternate years.
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4.00 Credits
Examination of deviance as part of the structure of social control. The course includes study of theories of deviance and the various types of deviance and social control, both formal/legal, medical, psychiatric and informal. Offered in alternate years. Also offered as CRST. Prerequisite: SOCI 1000 or permission of instructor.
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