Technology — Distributive Education In conjunction with the practical vocational business training in the classroom, the student is placed on a job at a local firm where he receives on-the-job training. Classroom instruction will be in accordance with the needs of the students on-the-job. A certificate of completion is granted to those who complete the two-year required course for the Distributive Education Program. Those who do not wish to go into the second year may stop after completing the first year. It is recommended that students who enter the Distributive Education Program complete the specific course requirements. Those students wishing to receive a certificate of completion must complete 87 credit hours in the Distributive Education courses plus the specific requirements of 14 credit hours. The student may receive an associate of science degree. Requirements are determined by the student's career objective. SALES AND RETAIL OPTION Courses of Instruction 110. Business Orientation—Serves as an introduction to the specialized fields of business organization, role in society, marketing, retailing, wholesaling, advertising, insurance, accounting, banking, transportation, and industrial relations. A (3) 114. Selling Methods—Selling techniques as applied in working situations in the modern retail store and other business selling activities: analysis of customer's behavior personality, and motivation, and creating customer attention, interest, desire, and action. A (3) 116. Merchandising Problems—Fundamental operations of arithmetic in concrete relation to business usage. Decimals, fractions, percentage, interest, discounts, etc. Practical problems in billing, figuring profits, markups, markdowns, trade discount cost and taxes. W (3) 120. Retail Merchandising Methods—The marketing process from the viewpoint of the retail distributor, types of retail institutions, accounting, location, store layout, merchandise classification, service policies, pricing, brand policies, buying merchandise control, advertising and sales promotion. A (5) 130. Distribution Principles—Describes, analyzes, and evaluates our present marketing system. Methods, policies, problems Technology — Distributive Education in marketing, distribution techniques, marketing institutions, middlemen, and industrial and consumer markets. W (5) 140. Sales Promotion Methods—Sales promotion techniques in window display, interior display, counter and shadow box display, ad layouts, radio announcements and special event promotion. S (3) 160. Salesmanship Psychology—To develop persuasive techniques as a salesman. Customer motivation, empathy, egodrive, perception through language, handling objections through perception, and closing the sale. S (3) 170. Supermarket (Checker-Education) Operation Program- Instruction in supermarket advertising and display, pricing, customer relations, handling adjustments, and effective management of the various food store departments. A W S (3) 171. Supermarket (Checker-Education) Operation Program- Practical operational aspects of the modern food store including checking out, pricing, handling and sorting of merchandise; effective check-out procedures; efficient operation of a modern cash register; and understanding the costs involved in the supermarket's operation. A W S (3) 218. Credit and Collection Methods—Cost of retail credit, credit investigation, methods of collecting bad accounts, securing new business and credit control. W (3) 234. Advanced Distribution—A course to study in depth the four P's of marketing: Product, Price, Promotion, and Place. W (3) 236. Retail Store Operation Methods—Comparison of small and large-scale retailers. Problems of store ownership, organization, location, equipment, merchandising, planning and control, expense and cost reduction, and sales promotion. A (3) 238. Buying Methods—Considers the buyer's duties techniques and procedures of purchasing for resale, sources of supply, pricing of goods, and the interpreting of consumer demand. S (3) 244. Display and Advertising Methods—Theory, practices, and techniques of advertising. Structure of advertisements for different products, choice of media consumer research and the work of advertising departments and agencies. A (5) 250. Principles of Supervision—Policies, job analysis, employment, procedures, personnel relations, staffing, directing, organizing, employee induction, training and evaluation. W (5) 338 339