Transportation Management Sales and Service Technology 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: • Grade of C or better required in minor courses. Specific Requirements (select one of the following three emphases): Fashion Merchandising Emphasis (minimum of 24 credit hours): • Sales and Service Technology courses required: SST 115 (5), 140 (3), 150 (5), 235 (4), 238 (4), 260 (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), 360 (4), 214 (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: • CS PD101 (4) or Beas 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). • A student must take two of the following three courses: SST 160 (3), 256 (5), 315 (4). • Support courses required (minimum of 15 credit hours required): Beas 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). TRANSPORTATION MANAGEMENT The Transportation Management area of Sales and Service Technology is designed to prepare men and women for employment in various positions in the major areas of transportation management. Students will supplement their work in theory with practical on-the-job training in local business establishments receiving up to nine hours of credit for their work experience. PROGRAM: TRANSPORTATION MANAGEMENT-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. • An overall GPA of 2.00 or C. Specific Requirements: • Engl EN111 (4); Commun HU102 (3) or HU105 (3). • Sales and Service Technology courses required (minimum of 20 credit hours): SST 130 (5), 189 (1 -9), 263 (3), 265 (3), 268 (3), 356 (3). • Support courses required (23 credit hours): Acctng 201 (3), 230 (3); CS PD101 (4); Log 205 (5), 272 (4), 276 (4). • The following list of courses may be substituted for required courses with approval from the department chair or your adviser: Beas 200 (2), 250 (4), 307 (1) and 308 (1), 310 (3); SST 114 (4), 289 (1-9). 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. 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 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. 155. Introduction to the Travel Industry (3) This introductory course establishes a base of general information about travel operations and airline reservations and airport agent functions. The student is introduced to the tasks performed by the travel consultant and the airline reservations and/or ticket agent, as well as the necessary basic technical skills, general business skills, organization skills, and interpersonal and sales skills. Three one-hour lectures per week. 157. Air and Ground Reservations (3) Familiarizes the student with the use of the various categories of information in official airline references and develops flight and itinerary planning skills. Develops basic skills in researching, selling and booking domestic, business and leisure travel, including rental cars and hotel accommodations. Three one-hour lectures per week. Prerequisite SST 155. 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. 161. Computer Reservations (Datas II) (3) Students are provided with a CRT on an airline reservations system in an open classroom environment. With individualized demonstration, practice, and computer assisted instruction, students learn the keyboard layout, terminology, and formats; availability and sell functions of the airline reservations; Passenger Name Record (PNR) formats; procedures; and multiple agency airline functions. Three one-hour lectures per week. Prerequisite: SST 155. 163. Domestic Faring and Ticketing (3) The faring course includes domestic airfare terms, rules and calculations, transportation taxes, and preparation and processing of domestic airline tickets. Three one-hour lectures per week. Prerequisite: SST 161. 165. Travel Career Development (3) This course uses the pivotal role of the travel agent to address the operational functions of a travel office and to explore the nature of agency-supplier and agency-client relationships. Multiple travel products, travel sales and marketing, and travel career development skills are emphasized. Three one-hour lectures per week. 167. Computer Faring and Ticketing (3) Students are provided with CRT's in a work place environment, covering computer pricing and ticketing of domestic air travel. Three one-hour lectures per week. Prerequisite: SST 161. 169. Vacation Sales (3) Vacation planning develops basic skills in researching, selling, booking and documenting domestic vacation travel. The student is introduced to cruise vacations, major cruise lines, and popular cruise packages or tours, the tour operators, references, benefits and sales. Three one-hour lectures per week. Prerequisite: SST 167. 171. Travel Sales (3) Develops telephone sales techniques and person-to-person travel sales skills. Three one-hour lectures per week. Prerequisite: SST 167, 169. 173. Computer Agency Functions (3) Computerized agency functions including hotel and car reservations, airline seat assignments, queues, ready records, frequent flyer and General Reference System. Three one-hour lectures per week. Prerequisite: SST 167. 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. Science 86 87