Technical Sales 86 DHwilGLUn wCUnEC . :|» » 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 120 hours is required for graduation — a minimum of 69 of these is required within the major. A total of 40 upper division credit hours is required (courses number 3000 and above) — a minimum of 32 of these is 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 801-626-6913 for more information or to schedule an appointment. Admission Requirements Declare your program of study (refer to page 18 of this catalog). There are no special admission or application requirements for this program. General Education Refer to pages 35-39 of this catalog for Bachelor of Science requirements. Course Requirements for B.S. Degree SST Courses Required SST 1143 SST 1303 SST 1602 SST 3103 SST 3153 SST 3203 SST 3363 SST 3563 SST 3603 SST 4102 SST 4203 SST 4863 SST 4873 SST 4992 (39 credit hours) Fundamental Selling Techniques 3 Distribution Principles 3 Advanced Selling Techniques 2 Sales Personalities & Profiles 3 Sales Engineering Techniques 3 Customer Service Techniques 3 Contract & Sales Negotiation 3 Principles of Supervision 3 Sales Presentation Strategies 3 Developing Team Leadership Skills 2 Ethical Sales & Service 3 Sales Practicum I 3 Sales Practicum II 3 Senior Seminar 2 Technical Sales Core (minimum 20 credit hours) Select a minimum of 20 hours in consultation with the department chair. Support Course Required (3 credit hours) TBE 1700 Intro to Microcomputer Applications 3 Support Course Electives (minimum 10 credit hours) Select from the following Advanced Spreadsheet Applications 1 Advanced Database Applications 1 Graphics 1 Desktop Publishing 3 Advanced Desktop Publishing 3 Business Communication 3 Training the Trainer 3 The Family in Stress 3 Theory & Lit of Interpersonal Comm 3 Advanced Public Speaking 3 Persuasive Communication 3 Advertising 3 Directed Readings 1-3 Short Courses, Workshops... 1-2 TBE 3070 TBE 3080 TBE 3090 TBE 3100 TBE 3110 TBE 3250 TBE 3400 ChFam 4400 Comm 3050 Comm 3120 Comm 3810 Comm 3850 SST 4830 SST 4920 Engl 3100 Professional & Technical Writing 3 Psych SS2000 Interpersonal Relationships 3 Psych 3460 Social Psychology 3 AutoTc 3520 Fleet Management 2 AutoTc 3620 Automotive Business Practices 2 AutoTc 4020 Environmental Issues 2 BusAdm 1010 Business and Society 3 BusAdm 3000 Small Business Management 3 SALES & SERVICE TECHNOLOGY COURSES - SST 1143. Fundamental Selling Techniques (3) F, 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. 1303. Distribution Principles (3) F, 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. 1503. Introduction to Fashion Merchandising (3) F 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. 1602. Advanced Selling Techniques (2) F, S Study of advanced selling techniques, including persuasion, prospecting, client analysis, sales presentation organization and territory and time organization. 1890. Cooperative Work Experience (1-2) Su, F, 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 department. 2182. Credit and Collection Methods (2) S 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. 2353. Consumer Textiles (3) S A study of fibers, yarns, fabric structure and finishes as they relate to buying, wear, use, care and laundering of clothing and household textiles. 2383. Retail Merchandising & Buying Methods (3) 5 The study of the retail buyer's duties, different buying organizations, and techniques, procedures of purchasing merchandise for resale and retail merchandising strategies. 2443. Advertising Methods (3) F 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. 2703. Computer-Aided Design for Sales and Merchandising (3) S 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. 2890. Cooperative Work Experience II (1-2) Su, F, S Open to second year declared majors in Sales and Service. A continuation of SST 1890. Weber State University 2991. Sales/Service Technology Seminar (1) 5 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. 3103. Sales Personalities and Profiles (3) F, S Utilization of personality profiling and behavioral styles profiling assessment instruments as applied to account representatives, retail salespersons, sales engineers, industrial product salespersons nontechnical and service salespersons. Prerequisite: SST 1143. 3153. Sales Engineering Techniques (2 contact, 1 lab) F, 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 3563. 3203. Customer Service Techniques (3) F, 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. 3363. Contract and Sales Negotiation Techniques (3) Su, S Principles, techniques and analysis of strategies involved in contract and sales negotiations. Development of integrated strategies through group and individual interaction. Prerequisite: SST 1143. 3563. Principles of Supervision (3) Su, F, 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. 3603. Sales Presentation Strategies and Techniques (3) F, S Principles and practices for the five major categories of professional sales consultants. Prerequisites: SST 1143 and 3153. 4102. Developing Team Leadership Skills (2) Su, F, 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 the 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 3563. 4203. Ethical Sales and Service (3) Su, F, S Principles, techniques and analysis of ethics in the sales and service professions. Utilizes group interaction, individualized hands-on experiences and a field based experience. 4830. Directed Readings (1-3) Su, F, S Individual readings supervised by a faculty member. Prerequisite: Approval of instructor. 87 4863. Sales Practicum I (3) 5m, F, 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 3103, 3363, 3603. 4873. Sales Practicum II (3) Su, F, 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 3103, 3363, 3603. 4920. Short Courses, Workshops, etc. (1-2) S Consult the semester class schedule for the current offering under this number. The specific title and credit authorized will appear on the student transcript. 4992. Senior Seminar (2) F, S Research and discussion of sales and service related problems. DEPARTMENT TELECOMMUNICATIONS & BUSINESS EDUCATION Chair: Dr. Alden A. Talbot Location: Building 2, Room 218 Telephone Contact: Julie Warnick 801-626-6059 Professors: Alden A. Talbot, Diana J. Green; Assistant Professors: Laura MacLeod, Lynda M. Money; Instructor: Pat McFerson I he Department of Telecommunications & Business Education offers an Associate of Applied Science Degree in Office Technologies, a Bachelor's Degree in Telecommunications Administration, and a Bachelor's Degree in Business Education with two emphases: a Composite Teaching degree or an emphasis in Office Technologies. Minors are offered in Office Technologies, Business/Marketing Education, and Business Education. The last two minors require an education major. The department offers courses in word processing, spreadsheets, database management, telecommunications, local area networks, desktop publishing, records management, graphics, business communications, network certification, and other related areas. Telecommunications Administration graduates study both the voice side and the data side of the discipline. On the voice side, students learn about designing, installing, and managing phone systems, and making decisions regarding the purchase and operation of hardware and software. On the data side, students learn about computer networks, network operating systems, and computer application programs. Business Education graduates are qualified to enter both the business world and the classroom. The Composite Teaching Emphasis qualifies individuals to teach business and marketing- related subjects at the secondary school level. The Office Technologies Emphasis qualifies individuals for careers in information processing, administrative services, office administration, and supervision. Office Technologies Associate of Applied Science graduates are trained for employment as administrative assistants, information technology specialists, records managers, and other office-related positions. General PROFILE ENROLLMENT STUDENT AFFAIRS ACADEMIC INFO DEGREE REQ GEN ED Interdisciplinary FYE HNRS BIS LIBSCI INTRD MINORS Applied Science ft Technology CS EET MFET/MET CMT DG PRENGR AUTOSV/AUTOTC IDT SST TBE ftfes COMM ENGL FORLNG DANCE MUSIC THEATR ART Business ft Econ MPACC/ACCTNG BUSADM FIN LOM MGMT MKTG ECON/QUANT IS&T Education MEDUC CHFAM ATHL/AT HEALTH/NUTRI PE/REC EDUC Health Professions CLS DENSCI PARAMD HTHSCI HAS/HIM MRSCI NURSNG RADTEC DMS NUCMED RADTHR RESTHY Science BOTANY CHEM GEOSCI MATH/MATHED MICRO PHSX ZOOL Social ft Behavioral ■HHI CJ ECON GEOGR HIST POLSC PHILO PSYCH SOCLWK GERONT SOCLGY ANTHRO AEROSP MILSCI NAVSCI luing Ed ' Weber State University