Technical Sales Sales and Service Technology • General Information Students will supplement their course work with practical on-the-job training in local business establishments, receiving college credit for their work experience. PROGRAM: SALES AND MERCHANDISING - ASSOCIATE OF APPLIED SCIENCE DEGREE General Requirements: • A minimum of 93 credit hours. • At least 20 hours from the General Education courses listed in the catalog, including at least one course in each of the four areas, Humanities, Natural Science, Social Science, and Personal Development; Engl 111 (4) and Commun HU105 (3). • Math competency requirement (see index). • An overall GPA of 2.00 or C. Specific Requirements: • Sales and Service Technology courses required (minimum of 31 credit hours): SST 114 (4), 130 (5), 160 (3), 189 (3), 238 (4), 244 (5), 320 (4), 356 (3). • Students must also take one of the following two courses: TBE PD170 (4) or Comsci PD101 (4). • Engl EN111 (4); Commun HU105 (3). • Courses to elect from (minimum of 12 credit hours with approval of adviser): Acctng 201 (3); Commun 240 (3), 312 (3); SST 120 (4), 140 (3), 150 (5), 189 (1-6), 218 (3), 235 (4), 256 (5), 270 (4), 289 (1-9), 299 (2). Students may select additional courses to complete the minimum 93 credit hour requirement with the counsel of the Sales-Retailing program adviser. PROGRAM: SALES AND SERVICE TECHNOLOGY MINOR General Requirements: • An overall GPA of 2.00 or C required in minor courses. Specific Requirements (select one of the following three emphases): Fashion Merchandising Emphasis (A minimum of 24 credit hours required.): • Sales and Service Technology courses required: SST 120 (4), 140 (3), 150 (5), 238 (4), 244 (4), 356 (3). Interior Design Emphasis (minimum of 24 credit hours): • IDT PD105 (4), 120 (4), 121 (4), 224 (4), 230 (4), 261 (3-9), 299 (1-2), 321 (4), 325 (4), 326 (4), 425 (4); DG 130(4). Sales Emphasis (minimum of 24 credit hours): • SST 114 (4), 130(5), 160(3), 310(4), 315(4), 320(4), 360 (4). Course options are available for substitution or addition to the recommended courses should the student feel a need for a more specific or concentrated minor emphasis. PROGRAM: TECHNICAL SALES BACHELOR OF SCIENCE DEGREE This program prepares individuals to serve as agents or sales representatives in selling technical products/ services to other businesses, plants, professionals, and public and private institutions. This program offers a technical sales emphasis tailored toward specific technical fields such as computer science, electronic engineering, and manufacturing. An interview with the department chair or designee is necessary prior to acceptance into the program. General Requirements: • WSU Core Requirements (see index). • General Education Requirements (see index). • A total of 183 hours is required. Sixty hours must be upper division (courses numbered 300 and above). • A minor is not required. • Minimum C grade in major courses. • GPA of 2.00 or above. Specific Requirements: • Comsci PD101 (4) or TBE PD170 (4). • Sales and Service Technology courses required: SST 114 (4), 130 (5), 356 (3), 310 (4), 320 (4), 336 (4), 360 (4), 420 (3), 486 (3), 487 (3), 488 (3), 499 (1-2). • Students must also take two of the following four courses: SST 160 (3), 256 (5), 315 (4), 410 (3). • Support courses required (minimum of 15 credit hours required): TBE 310 (3), 325 (4); Chfam 440 (4); Commun 305 (3), 312 (3), 350 (3), 380 (3), 385 (3); SST 483 (1-5), 492 (1-6); Engl 310 (3), 322 (3); Psych SS200 (3), 446 (3). Technical Sales Core: Electives (minimum of 30 hours chosen in consultation with the department chair in the area of their technical expertise). PROGRAM: TRANSPORTATION MANAGEMENT-ASSOCIATE OF APPLIED SCIENCE DEGREE This program is being discontinued and no new students will be accepted into the major after July 1, 1995. Current students in the program will be able to complete their degree using courses now being offered through Sales and Service Technology. These students should see the department chair in order to plan the remaining portion of their program of study. SALES & SERVICE TECHNOLOGY COURSES - SST 114. Fundamental Selling Techniques (4) A, W, S A retail, wholesale, and direct selling course. Emphasis upon mastering and applying the fundamentals of selling. Preparation for and execution of sales demonstrations required. 120. Retail Merchandising Methods (4) A The study of the activities associated with the merchandising of products and services to ultimate consumers, including types of retail institutions, store location and layout, store design, pricing, display, advertising, selling, buying, and financial information. 130. Distribution Principles (5) A, W, S Examination of the distribution process of goods and services, the interrelationships of customer demands, production, pricing, promotion, and the movement of goods from producer to consumer. 140. Visual Merchandising (3) A Study of the visual approach to selling with emphasis on window display, interior display, counter and shadow box display, point- of-purchase display, and fixtures and materials used in visual merchandising. 150. Introduction to Fashion Merchandising (5) A A study of the Fashion Merchandising industry, including careers in design, manufacturing, wholesaling, promotion, and retailing, including well-known designers, manufacturers, promotion media and apparel and accessory retail institutions. 160. Advanced Selling Techniques (3) A, W, S Study of advanced selling techniques, including persuasion, prospecting, client analysis, sales presentation organization and territory and time organization. 189. Cooperative Work Experience I (1-9) Su, A, W, S Open to all first year declared majors in Sales & Service. Provides academic credit for on-the-job experience. Grade and amount of credit will be determined by the department. 206. Investments and Family Financial Management (3) Su, W Methods to establish a strong background in family financial problems and understand the basic steps in managing as well as recognizing how life insurance is a step in the family financial management scene. 218. Credit and Collection Methods (3) W The study of specific credit and collection methods for retail, wholesale, and service industries; including cost of retail credit, credit investigation, methods of collecting bad accounts, securing new business through credit applications, and credit control. 235. Consumer Textiles (4) W A study of fibers, yams, fabric structure and finishes as they relate to buying, wear, use, care and laundering of clothing and household textiles. 238. Buying Methods (4) S The study of the retail buyer's duties, different buying organizations, and techniques and procedures of purchasing merchandise for resale. 244. Advertising Methods (5) A A study of advertising methods as they relate to local retail, wholesale, and service industries, including newspaper, magazine, radio, TV, mail, outdoor and special promotion events. 256. Sales Supervision Methods (5) S Techniques of recruiting, selecting, training, motivating, compensating, and maintaining the morale of salespeople in the retail, wholesale, and service industries. 270. Computer-Aided Design for Sales and Merchandising (4) 5 Application of basic computer-aided design for slaes and merchandising, and fashion as it relates to current professional practice in industry. Use of current software. Two two-hour lecture labs combine classes with lab times scheduled each week. 289. Cooperative Work Experience II (1-9) Su, A, W, S Open to second year declared majors in Sales and Service. A continuation of SST 189. 292. Short Courses, Workshops, Institutes and Special Programs (1-4) Consult the quarterly class schedule for the current offering under this number. The specific title and credit authorized will appear on the student transcript. 299. Sales/Service Technology Seminar (2) W Directed studies, group discussions, and analysis of selected topics pertinent to sales and service technology. Also designed to prepare sales and service majors for the job market and career opportunities. 310. Sales Personalities and Profiles (4) A, W, S Utilization of personality profiling and behavioral styles profiling assessment instruments as applied to account representatives, retail salespersons, sales engineers, industrial product salesperson non-technical and service salespersons. Prerequisites: SST 114, 160. 315. Sales Engineering Techniques (4) W, S A study of selling techniques required in order to sell products, systems, or services needed by industrial manufacturing, processing, mining, construction firms, or other related technical areas. Prerequisite: SST 310. Student Services Interdisc. Programs Arts* Humanities Business & Economics Education Health Professions Science Social & Behavioral Sciences 84 85 Continuing Education