PSLS - 3080 PURCHASING AND BUSINESS RELATIONSHIP MANAGEMENT
[3 hours] This course looks at the purchasing function from a strategic and
behavioral perspective using role plays, simulations, exercises, and cases to investigate issues relating to negotiation, relationship
management, and other strategic purchasing issues. Prerequisite: MKTG 3010.
PSLS - 3440 SALES
[3 hours] Techniques for prospecting and qualifying potential customers and making presentations and
demonstrations are considered, as well as personal management of the selling function. Analyze the role of selling in Marketing.
Prerequisite: MKTG 3010
PSLS - 3450 ACCOUNT AND TERRITORY MANAGEMENT
[3 hours] Introduction to activities involved in supporting buyer-seller interactions.
Exposes students to software and analysis skills needed for prospecting, sales paperwork, technology, time and territory management, and customer
follow-up. Prerequisite: MGKT 3010.
PSLS - 4710 SALESFORCE LEADERSHIP
[3 hours] The role & functions of the first line sales manager will be examined,
including sales force size and organization, and management of the sales force. Issues related to hiring, training, supervising,
compensating and evaluating salespersons are also emphasized. Prerequisite: MKTG 3010
PSLS - 4740 ADVANCED SALES
[3 hours] The course provides in-depth study of advanced sales concepts including relationship
management, negotiation, proposal writing, and account management. Course involves presentations by business, field work, video-taped
role-playing. Prerequisite: PSLS 3440
PSLS - 4940 INTEGRATIVE CAPSTONE: SALES INTERNSHIP
[3 hours] Receive practical business experience working in an organization.
Prerequisite: Senior standing.
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