82 83 Technical Sales BACHELOR DEGREE (B.S.) 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, electronics engineering, and manufacturing. » Program Prerequisite: An interview with the department chair or designee is necessary prior to acceptance into the program. » Minor: Not required. » Grade Requirements: A grade of "C" or better in courses required for this major (a grade of "C-" is not acceptable) in addition to an overall GPA of 2.00 or higher. » Credit Hour Requirements: A total of 183 hours is required for graduation — a minimum of 48 of these is required within the major. A total of 60 upper division credit hours is required (courses number 300 and above) — 36 of these are required within the major. Advisement All Technical Sales students are required to meet with a faculty advisor at least annually for course and program advisement. Call 626-6913 for more information or to schedule an appointment. Admission Requirements Declare your program of study (refer to page 30 of this catalog). There are no special admission or application requirements for this program. Core and General Education Refer to pages 32-36 of this catalog for Bachelor of Science requirements. The following courses required for the Technical Sales major will also satisfy General Education requirements: CS PD101 (4) or TBE PD170 (4) and Psych SS200 (3). Course Requirements for B.S. Degree Courses Required (48-51 credit hours) SST SST SST SST SST SST SST SST SST SST 114 Fundamental Selling Techniques 130 Distribution Principles 310 Sales Personalities & Profiles 320 Customer Service Techniques 336 Contract & Sales Negotiation 356 Principles of Supervision 360 Sales Presentation Strategies 420 Ethical Sales & Service 486-488 Sales Practicum 499 Senior Seminar 4 5 4 4 4 3 4 3 9 1-2 Technical Sales Core (minimum 30 credit hours) Select a minimum of 30 hours in consultation with the department chair. Electives (6-9 credit hours) Select two of the following courses. SST 160 Advanced Selling Techniques 3 SST 356 Principles of Supervision 3 SST 315 Sales Engineering Techniques 4 SST 410 Team Leadership Skills Develop 3 Support Course Electives (minimum 15 credit hours) Select a minimum of 15 credit hours from the following. TBE 310 Introductory Desktop Publishing 3 TBE 325 Business Communications 4 ChFam 440 The Family in Stress 4 Theory & Lit of Interper Comm 3 Advanced Public Speaking 3 Business & Professional Commun 3 Persuasive Communication 3 Persuasive Media Comm 3 "Advanced Technical Writing 3 Report Writing 3 Interper Relations & Comm 3 Social Psychology 3 Directed Readings 1-5 Short Courses, Workshops, etc. 1-6 hrs. applied toward 60 hr. upper division graduation Suggested Course Sequence The following suggested course sequence is provided to assist students in planning their schedules. Use this only as a guideline and be sure to consult with an advisor. Commun 305 Commun 312 Commun 350 Commun 380 Commun 385 Engl 310 Engl 322 Psych SS200 Psych 446 SST 483* SST 492* laximum of 5 hrs. apph requirements. Engl 111 Math SST 114 TBE170 Total Hrs. HL Gen Ed PS/LS Gen Ed SST 320 SST 310 Total Hrs. PS/LS Gen Ed SST 360 Support Course SST 356 Total Hrs. Jpshman Winter 4 Engl 112 4 5 SST130 4 4 SB Gen Ed 5 4 Support Course 3 17 Total Hrs. 16 Sophomore Win 3 SST 336 4 5 Support Course 3 4 HU Gen Ed 3 4 Support Course 3 16 Total Hrs. 13 5 SS Gen Ed 3 4 SST 410 or 4 3 SST 315 (4) 3 SST 420 3 TS Core* 5 15 Total Hrs. 16 FpsHMAN Spring , PS/LS Gen Ed SS Gen Ed SST 160 HU Gen Ed Total Hrs. PS/LS Gen Ed SS Gen Ed Support Course HU Gen Ed Total Hrs. TS Core* 4 3 3 3 13 4 3 3 3 16 15 Total Hrs. 15 *Electives approved by the Department Chair. SST 499 TS Core* Electives Total Hrs. 2 10 4 16 Electives 17 Total Hrs. 17 SST 483 3 SST 486 3 SST 487 3 SST 488 3 Elective 5 Total Hrs. 17 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, yarns, fabric structure and finishes as they relate to buying, wear, use, care and laundering of clothing and household textiles. 238. Buying Methods (4) 5 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) 5 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 sales 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 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) W, S 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) Su, 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) A, W, S 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. 410. Developing Team Leadership Skills (3) Su, A, W, S A skills based course designed to develop the interpersonal and leadership skills necessary to work effectively in teams and guide teams through the group stages of development. This course will be facilitated in such a way that participants will learn how to diagnose team developmental level and develop a high performing team by applying the principles of situational leadership and the DISC personality profiles system. Prerequisite: SST 310 or 356. 420. Ethical Sales and Service (3) A, W, S 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. GEN ED & CORE COURSES HONOURS/BIS LIBSCI WS Applied Science & PRENGR CS EET MFET MET CMT DG AUTOSV AUTOTC IDT SST- TBE COMMUN ENGL FORLANG DANCE MUSIC THEATR ART MPACC ACCTNG BUSADM LOG FIN MGMT MKTG ECON IS&T MEDUC CHFAM HEALTH NUTRI PE REC EDUC CLS DENSCI PARAMD HTHSCI HAS HIM MRSCI NURSNG RADTEC DMS NUCMED RADTHR RESTHY SE BOTANY CHEM GEOSCI MATH MATHED MICRO PHSX ZOOL Social & Behavioral CJ GEOGR HIST POLSC PHILO PSYCH SOCLWK GERONT SOCLGY ANTHRO MILSCI AEROSP NAVSCI Weber State University Weber State University