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2022-23 Catalog ARCHIVED CATALOG: Content may no longer be accurate.
Course Descriptions - PS
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Department of Professional Sales
PS 1143 - Principles of Selling and Persuasion Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: A retail, wholesale, and direct selling and persuasion course. Emphasis upon mastering and applying the fundamentals of selling and persuasion. Preparation for and execution of sales demonstrations required.
PS 1303 - Sales Channels Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: 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.
PS 1401 - Introduction to Sales and Service Technology Credits: (1)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: This course is designed to help those new PS majors or those exploring the PS major field learn more about the career/ employment options available. This course is also designed to review the various academic emphases, major requirements, and decision making process.
PS 1403 - Introduction to Customer Care Credits: (3)
Typically Taught Fall Semester: Full Sem
Typically Taught Spring Semester: Full Sem
Description: A study of the basic techniques for providing quality service to clients.
PS 1503 - Introduction to Fashion Merchandising Credits: (3)
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: 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.
PS 1890 INT - Work Experience Credits: (1-3)
Typically Taught Fall Semester: Full Sem
Typically Taught Spring Semester: Full Sem
Description: Open to all first year declared majors in Professional Sales. Provides academic credit for on-the-job experience. Grade and amount of credit will be determined by department.
May be repeated a maximum of 3 times or until a maximum of 6 credit hours is reached.
PS 2182 - Credit and Collection Methods Credits: (2)
Typically Taught Fall Semester: Full Sem Online
Typically Taught Spring Semester: Full Sem Online
Description: 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.
PS 2383 - Retail Merchandising and Buying Methods Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: The study of the retail buyer’s duties, different buying organizations, and techniques, procedures of purchasing merchandise for resale and retail merchandising strategies.
PS 2443 - Advertising Methods Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: 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.
PS 2603 - Advanced Selling Techniques Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: Study of advanced techniques including, opening, investigating, demonstrating capability and obtaining commitment of the consultative and strategic seller.
PS 2703 - Internet Sales and Service Credits: (3)
Typically Taught Fall Semester: Full Sem Online
Typically Taught Spring Semester: Full Sem Online
Description: The study of Internet sales, service and technology. Understanding the process of establishing an online business, setting up online shopping capabilities and database integration. Online customer service and retention, buyer behavior and current Internet sales issues are presented.
PS 2890 INT - Work Experience II Credits: (1-3)
Typically Taught Fall Semester: Full Sem
Typically Taught Spring Semester: Full Sem
Description: Open to second year declared majors in Professional Sales. A continuation of PS 1890 .
May be repeated a maximum of 3 times or until a maximum of 6 credit hours is reached.
PS 2903 - Professional Selling Methodologies Credits: (3)
Typically Taught Fall Semester: Full Sem
Typically Taught Spring Semester: Full Sem
Description: The study of selling and customer service techniques as they apply to virtual, inside and field sales.
PS 2991 - Sales/Service Technology Seminar Credits: (1-3)
Typically Taught Spring Semester: Full Sem
Description: 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.
May be repeated until a maximum of 3 credit hours is reached.
PS 3001 - Sales Career Strategies Credits: (1)
Typically Taught Summer Semester: Full Sem
Typically Taught Fall Semester: Full Sem
Typically Taught Spring Semester: Full Sem
Description: The study of developing a sales career including finding sales opportunities and how to market yourself into landing those opportunities.
PS 3003 - Relational Selling Credits: (3)
Typically Taught Summer Semester: Full Sem
Typically Taught Fall Semester: Full Sem
Typically Taught Spring Semester: Full Sem
Description: The study of relational selling techniques as they apply to virtual, inside and field sales in all industries and sales situations.
PS 3103 - Sales Personalities and Profiles Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: Discovering and understanding your own personality style and how to adapt to your client for selling success is the focus of this course. We will utilize the Everything DISC Sales assessment to distinguish the 4 behavior styles and the Strengths Finder assessment to utilize our talents throughout the selling process.
Pre-requisite(s): PS 1143 .
PS 3203 - Customer Service Techniques Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: 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.
PS 3250 - Business Communication Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: Application of oral and written communication, including diversity and international aspects of communication.
Pre-requisite(s): ENGL 2010 .
PS 3303 - Technology in Sales Credits: (3)
Typically Taught Summer Semester: Full Sem online
Typically Taught Fall Semester: Full Sem, Full Sem Online
Typically Taught Spring Semester: Full Sem, Full Sem Online
Description: This course will teach professional sales people to use sales technologies to (1) attract new clientele (2) strengthen customer relationships (3) expand existing accounts and (4) establish a position as an authority in the field.
Pre-requisite(s): PS 1143 .
PS 3363 - Contract and Sales Negotiation Techniques Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: Principles, techniques and analysis of strategies involved in contract and sales negotiations. Development of integrated strategies through group and individual interaction.
Pre-requisite(s): PS 1143 .
PS 3403 - Pharmaceutical and Medical Device Sales Credits: (3)
Typically Taught Spring Semester: Full Sem
Description: A study of the opportunities that exist in the medical field as it pertains to selling. The course examines the integral relationship that pharmaceutical and medical device representatives have within the medical community.
Pre-requisite(s): PS 1143 and PS 2603 .
PS 3503 - Sales Planning and Forecasting Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem, Full Sem Online
Typically Taught Spring Semester: Full Sem Online
Description: A study of sales planning and forecasting. Special emphasis will be given to goal setting, prioritizing, sales forecasting and establishing and managing a sales territory. The student will also learn techniques for individual goal setting and time management.
PS 3563 - Principles of Sales Supervision Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: 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.
PS 3702 - Developing Team Leadership Skills Credits: (2)
Typically Taught Summer Semester: Full Sem; Full Sem Online
Typically Taught Fall Semester: Full Sem
Typically Taught Spring Semester: Full Sem
Description: 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.
Pre-requisite(s): PS 3563 .
PS 3703 - Professional Sales Simulations Credits: (3)
Typically Taught Fall Semester: Full Sem
Typically Taught Spring Semester: Full Sem
Description: Application of advanced persuasion skills to use in professionally organized competitions. This course will use simulations and role-playing to develop persuasive techniques and theoretical applications.
Pre-requisite(s): PS 1143 .
May be repeated three times for a maximum of six credit hours.
PS 3803 - Sales Proposals Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: 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.
Pre-requisite(s): PS 3563 .
PS 3903 - Sales Presentation Strategies and Techniques Credits: (3)
Typically Taught Summer Semester: Full Sem; 1st Blk Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: Principles and practices for the five major categories of professional sales consultants.
Pre-requisite(s): PS 1143 and PS 3803 .
PS 4203 - Ethical Sales and Service Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: Principles, techniques and analysis of ethics in the sales and service professions. Utilizes group interaction, individualized hands-on experiences and a field based experience.
Pre-requisite(s): PS 3563 .
PS 4610 INT - Senior Project I Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem, Full Sem Online
Typically Taught Spring Semester: Full Sem, Full Sem Online
Description: A capstone project for students in their final year of the professional sales degree. Provides hands-on experiences in the areas of sales and service including sales, customer service techniques, presentation strategies, and team leadership development. This course focuses on working with sales and service problems in a departmentally approved work environment.
Co-Requisite(s): PS 4620 .
Pre-requisite/Co-requisite: PS 3103 , PS 3363 , PS 3903 .
PS 4620 INT - Senior Project II Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem, Full Sem Online
Typically Taught Spring Semester: Full Sem, Full Sem Online
Description: A continuation of PS 4610 .
Co-Requisite(s): PS 4610 .
Pre-requisite/Co-requisite: PS 3103 , PS 3363 , PS 3903 .
PS 4830 - Directed Readings Credits: (1-3)
Typically Taught Fall Semester: Full Sem
Typically Taught Spring Semester: Full Sem
Description: Individual readings supervised by a faculty member.
Pre-requisite(s): Approval of instructor.
May be repeated twice for a maximum of 3 credit hours.
PS 4920 - Short Courses, Workshops, Institutes, and Special Programs Credits: (1-6)
Workshop
Typically Taught Fall Semester: Full Sem
Description: Consult the semester class schedule for the current offering under this number. The specific title and credit authorized will appear on the student transcript.
May be repeated for a total maximum of 6 credit hours.
PS 4993 - Sales Career Seminar Credits: (3)
Typically Taught Summer Semester: Full Sem Online
Typically Taught Fall Semester: Full Sem; Full Sem Online
Typically Taught Spring Semester: Full Sem; Full Sem Online
Description: Research and discussion of sales and service related problems. Also designed to prepare sales and service majors for the job market and career opportunities.
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