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  • BUS 3320: The Professional Sales Process

    3.00 Credits
    Aurora University

    3 semester hours As a result of taking this course on professional selling and salesmanagement, students will be able to work through the entire sales process. This includes prospecting, sales pre-planning, writing sales proposals, preventing and handling objections, sales closing, and post sales servicing. The student will be able to use these selling tools to enhance his/her sales performance. In addition, students will be able tomake better salesmanagement decisions including hiring andmotivation activities. The specific outcomes students will obtain fromtaking the course include:mapping out the entire client/customer buying process, conducting written sales plans and a professional interactive oral sales presentation, developing a sales strategy with action points for every step in the professional sales process, knowing how to use multiple prospecting methods, responding effectively to objections, and asking for commitments that move the sales process forward and complete in a buying decision. Students will also examine sales force management issues. They will investigate the specific responsibilities of sales managers including: sales force recruitment and selection, training and motivation of the sales team, and compensation strategies. (Fall) Prerequisite: BUS2300.
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  • BUS 3340: Prospecting Methods

    3.00 Credits
    Aurora University

    3 semester hours Prospecting is one of the most crucial components of the entire sales force. In short, prospecting is the process of identifying leads, qualifying leads, and obtaining permission from the buying party to determine if a buying need exists. In this course, students will examine a series of different prospecting methods and qualification practices. Prerequisite: BUS2300.
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  • BUS 3350: Consumer Behavior

    3.00 Credits
    Aurora University

    3 semester hours An investigation of behavior and communication research, appraising models, methodology, and concepts applicable to marketing. Designing marketing communication systems whose structure and output reflect a behavioral buying orientation toward the market place. Uses contemporary examples to illustrate consumer behavior models. Prerequisite: BUS2300.
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  • BUS 3360: Sales Management

    3.00 Credits
    Aurora University

    3 semester hours To effectivelymanage a sales force, three processes need to be taken into account. These include the formulation of a strategic sales program, the implementation of the formulated sales program, and specific evaluation, control and measurement of sales performance. Sales managers are responsible for taking into account a variety of issues that affect the overall performance of their sales teams. The issues can include the business environment their company and sales people work within, the perceptions of work roles of the sales force, developing aptitude, skill, and motivational levels of the sales force. Prerequisite: BUS2300.
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  • BUS 3380: Sales Motivation and Performance

    3.00 Credits
    Aurora University

    3 semester hours This course examines the underlying relationship between being personallymotivated to succeed and its impact on sales performance. We will specifically consider the factors that lead someone to be motivated within, to make the independent decision to achieve sales excellence. This has often been called developing the inner drive. Can sales performance be heightened by developing a stronger desire to succeed? In an increasing competitive marketplace, more value is being placed on "hunting" activities while simultaneously maintainingstrong relationships with current customers. This course will consider the motivational factors required to balance the demands of new client acquisition and current client development. Additionally the course will address how to resist and overcome some of the obstacles common in selling such as sales rejection and call reluctance. Prerequisite: BUS2300.
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  • BUS 3400: Principles of Finance

    3.00 Credits
    Aurora University

    3 semester hours This course introduces students to financial markets; time value of money; risk and return; market valuation of securities; capital budgeting, capital structure, and the fundamentals of international finance. (Fall and Spring) Prerequisites: ACC2010, ACC2020, ECN2010, ECN2020, MTH1120, MTH2320.
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  • BUS 3430: Intermediate Corporate Finance

    3.00 Credits
    Aurora University

    3 semester hours This course provides an in-depth treatment of long-term financing decisions, including estimation of the cost of capital, financial leverage, dividend policy, and working capital analysis. Topics will include issues in working capital management and capital budgeting techniques; short-termand long-termfinancing from internal and external sources; acquisitions and divestitures and the techniques in structuring equity and debt financing in mergers and consolidations. Prerequisite: BUS3400.
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  • BUS 3450: Personal Financial Management

    3.00 Credits
    Aurora University

    3 semester hours This course will examine the personal financial planning process. Topics will include client interactions, time value of money applications, personal financial statements, cash flow and debt management, asset acquisition, education planning, an overview of risk management, investment planning and retirement planning, ethics, and the business of financial planning. The course is based on the model financial planning curriculum of the Academy of Financial Services and the Certified Financial Planning Board. Prerequisite: BUS3400 (may be taken concurrently).
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  • BUS 3480: Financial Markets and Institutions

    3.00 Credits
    Aurora University

    3 semester hours This course will examine the types and functions of financial institutions and the operation of financialmarkets. Specifically, it will study how fluctuating economic and government forces, such as the Federal Reserve and SEC, influence money and capital markets. Prerequisite: ECN2020.
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  • BUS 3500: International Business

    3.00 Credits
    Aurora University

    3 semester hours This course examines the "rules of the game" in international business and theirimpact on the strategies and operations of multinational firms. Divergent political, economic, social institutions across countries, and key international institutions of trade and investment, (e.g., WTO and NAFTA), will be studied. The objective of this scrutiny is to understand how the global and national business environments affect critical business decisions such as global functional strategies, global opportunity analysis, market(s) selection, market entry and timing, choice of production site for global sourcing, and organizational implications. Students learn to develop global marketing and management strategies, paying attention to their implementation through organizational innovations such as fostering a global mindset within the organization and using global strategic alliances. (Fall and Spring) Prerequisites: BUS2300, BUS3200, ECN2020.
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