Technology — Sales and Retailing Technology — Sales and Retailing Winter Dist. Educ. 116 3 Dist. Educ. 110 or Management 101 3-4 Dist. Educ. 130 5 Dist. Educ. 189 2 Electives 3-4 16-18 Spring Dist. Educ. 160 3 Dist. Educ. 140 3 Dist. Educ. 189 2 Dist. Educ. 256 5 Electives 3-5 16-18 Qualify for second level of employment: advanced sales and operations supervision. Winter Dist. Educ. 244 5 Dist. Educ. 289 1 Electives 8-10 14-16 Spring Dist. Educ. 236 3 Dist. Educ. 218 3 Dist. Educ. 289 1 Electives 7-9 13-16 Qualify for third level of employment. 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. Fundamental Selling—As applied in working situations in the modern retail store, wholesale, and service industries. Three lectures and two 1-hour laboratories a week. A (4) 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 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. Advanced Selling Methods—(Formerly salesmanship psychology) Examines the philosophies upon which the selling techniques arc based to develop advanced persuasive techniques as a salesman. 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 operation. A W S (3) 189. Internship and Related Class—Open to students enrolled in the first year Distributive Education Program upon approval of Director of the Program. The students may earn two quarter hours credit for a maximum of six credit hours the first year. This two hours of credit per quarter will also include a related class treating on-the-job problems. The students are evaluated both by the employer and the program coordinator. Two credits per quarter—total of six credits. (First year.) AWSSu 218. Credit and Collection Methods—Cost of retail credit, credit investigation, methods of collecting bad accounts, securing new business and credit control. 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 demands. S (3) 244. Display and Advertising Methods—Theory, practices, and techniques of advertising. Structure of advertisements for 312