• Sales & Service Tech Sales & Service Tech • General Information SALES & SERVICE TECHNOLOGY COURSES - SST 114, Fundamental Selling Techniques (4) Su, 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. 115. Elements & Coordination of Fashion (5) W An analysis of basic apparel and accessory styles, sizes, construction, workmanship, and product features and benefits. Applies fashion coordination principles and techniques to choosing specific garments. 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, S 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 students 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) 5a, 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. 210. Improving Client Relations and Customer Service for Retail Stores (3) A, S Provides practical "How To" instruction in techniques for improving customer relations and customer service for retail stores. Utilizes simulations, role plays, and individualized hands-on experiences with customer service. 214. Industrial/Technical Sales (4) W A study of selling techniques in the Industrial/Technical Sales areas. Students will learn what career opportunities exist and how to sell in an industrial environment. 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. 220. Wholesaling Methods (4) W A practical study of the functions and activities of wholesale businesses in the final consumer distribution system. Included will be career opportunities, roles, types, functions, and activities of wholesalers. 235. Consumer Textiles (4) W A study of fibers, yarns, fabric structure and finishes as they relate to buying, wear, use, care and laundrying 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. 260. Creative Expression in Fashion (3) S Opportunities to apply prior prerequisite courses to creative solutions of specific fashion problems. Aids in understanding the principles and procedures of successful fashion merchandising and offers the opportunity for specialized fashion instruction and experiences. The content of this course varies; may be repeated for credit for a maximum of nine (9) credit hours. 263. Motor Carrier Management (3) Su A study of management theories as applied to the motor carrier industry, including organizational and management interface and practice, that are relevant to the current environment of the motor carrier industry. The course will include terminal operations, line and city dispatching, functions and designs of terminals, types of equipment used by various motor carriers, motor carrier freight and tariff classifications, movement of hazardous materials, rules and regulations, safety rules and regulations, and sales. 265. Air and Ocean Transportation Management (3) S This course will focus on the theories of ocean and air transportation both domestically and internationally. Concepts of containerized shipping via air and ocean, use of various types of aircraft and vessels in movement of material, containerized cargo and the labor force, international port of entry, examination of ocean ports, air terminal distribution, inland water system of U.S. 268. Principles of Physical Distribution (3) W The impact of principles of selection of manufacturer warehouse location for transportation purposes. Physical distribution costs and their effects upon transportation pricing, manufacturer and warehouse locations. Equipment usage to service various manufacturer and warehouse locations. 270. Fashion Computer-Aided Design (4) Application of basic computer-aided design of fashion pattern, styles, and detailing as it relates to current professional practice in fashion production. Use of current software. Two two-hour lecture labs combine classes with lab time scheduled each week. 289. Cooperative Work Experience II (1-9) Su, A, W, S Open to second year Sales and Service students. 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) 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, S Utilization of personality profding and behavioral styles profiling assessment instruments as applied to account representatives, retail salespersons, sales engineers, industrial product salesperson nontechnical 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. 320. Customer Service Techniques (4) A study of customer service techniques required in order to sell and service products, systems, or services needed by industrial manufacturing, processing, mining, construction firms, or other related technical areas. 336. Contract and Sales Negotiation Techniques (4) W Principles, techniques and analysis of strategies involved in contract and sales negotiations. Development of integrated strategies through group and individual interactions. Prerequisites: SST 114, 160. 356. Principles of Supervision (3) Practical application of first-line supervisory skills including choosing, organizing, training, and evaluating entry-level employees; making supervisory decisions; and solving first-line supervisory problems. Understanding the basic responsibilities of a supervisor in production organizations and service organizations. 360. Sales Presentation Strategies and Techniques (4) A, S Principles and practices for the five major categories of professional sales consultants. Prerequisites: SST 114, 160. 420 Ethical Sales and Service (3) Principles, techniques and analysis of ethics in the sales and service professions. Utilizes group interaction and individualized hands-on experiences. Senior status recommended. 483. Directed Readings (1-5) Su, A, W, S Individual Readings supervised by a faculty member. Prerequisite: Approval of instructor. 486, 487,488. Sales Practicum (3,3,3) Su, A, W, S Multiple sales problems requiring assessment of target markets, using multiple group and individual sales techniques and presentation strategies, sales supervision and contract negotiation skills and ability to deal with sales resistance. Prerequisites: SST 310,336,360. 492. Short Courses, Workshops, etc. (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. 499. Senior Seminar (1-2) Research and discussion of sales and service related problems. Student Services Interdisc. Programs Applied Science & Technology Arts& Humanities Business & Economics Education Health Professions Science Social & Behavioral Sciences 86 87 Continuing Education