Minor in Sales Management

This course covers the core sales leadership building blocks and the basics of managing a sales force. This includes go to market concepts, organizational constructs, cross functional dependencies, sales compensation/motivation, talent management, sales enablement, sales technology, revenue operations and leadership concepts. The goal of the course is to demonstrate the critical position the sales function plays in the growth goals of any company

Examines professional selling process and sales methodologies, including prospecting, fulfilling customer needs, addressing concerns/objections and partnering with customers to improve relationships. Students will learn how to communicate value, guide the customer journey and close the sale.
Prerequisite: Take MK-201

This course covers the fundamental skills for business analytics: compiling summary statistics, data visualization, descriptive data mining and statistical methods such as hypothesis testing and linear regression. Students gain experience with widely used software tools and learn to report analysis in a presentable format. Topics covered will be useful for further analytical studies in financial analytics, econometrics, marketing analytics, HR analytics, health care analytics and supply chain analytics. Pre-requisite: MA-131/MA-133/MA-331
Prerequisite: Take MA-131or MA-331

Negotiation is the art and science of securing agreements between two or more interdependent parties. Hence, the purpose of this course is to develop an understanding of the psychological and strategic dynamics of negotiation. The course is grounded in the major concepts and theories of bargaining, negotiation, and mediation and is designed to use a combination of simulations and analysis to build your own personal experience in the classroom and in the real world.

Studies history and development of the retail function and its relationship to the wholesaler and manufacturer. Topics include store management, the buying function, elements of style and fashion, pricing policies, customer relations, store location, and sources of supply. Examines retail mathematics including markup, markdown, and turnover.
Prerequisite: Take MK-201

Provides a cross-disciplinary approach to a variety of marketing, sales, and promotions issues that confront sport managers. "Sales" encompasses a wide variety of positions, ranging from concessions to season ticket sales. The course will follow a case-study approach and expose students to real-life careers in sports business, as well as introduce students to the world of sport sales and promotion, and will utilize course readings and guest speakers to immerse students in the field.