Sales and Service Technology Sales and Service Technology General Information 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 EN 111 (4); Commun HU 102 (3) or HU 105 (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); Comsci 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. 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. 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, 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. 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) A 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) 5 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) S 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 declared majors in Sales and Service. A continuation of SST 189. Student Services Interdisc. Programs Applied Science-& Technology Arts& Humanities Business & Economics Education Health Professions Science Social & Behavioral Sciences 88 89 Continuing Education