MBA & MM Sales Management Course Description
GRD 6120 – Leadership
This course employs a variety of experiential experiences, cases, and group presentations to give students the practical skills, tools, and information they need to be effective leaders of teams and individuals in both for-profit and not-for-profit organizations. Students will learn from research, theory, and best practices about effective leadership styles and behaviors, problem-solving skills, inspiring individuals, developing teams, and managing cultural and social diversity in a global environment.
GRD 6340 – Accounting for Decision Makers
This course familiarizes students with essential accounting principles and concepts, and teaches them how to use accounting information to make decisions. The course will cover such topics as the construction and use of financial statements; how to measure assets, liabilities, equities, and income; financial statement analysis, cost behavior and measurement; profitability analysis; relevant costs for special decisions; budgeting; and responsibility accounting. Consideration will be given to the role of information technology in developing and using accounting information
GRD 6210 - Strategy
This course explores various approaches to setting and implementing an organizational strategy designed to achieve long-term goals. Students will learn how to analyze the various stages in a strategic planning process, assess organizational effectiveness as well as environmental threats and opportunities, develop overall strategies, and implement both strategic and tactical objectives. The course also identifies the determinants and consequences of successful mergers and acquisitions, and of profitable strategies for organic growth.
GRD 6510 – Marketing Foundations
This course examines the marketplace and the marketing functions necessary to manage the relationship between suppliers and customers. Students will become familiar with such topics as the marketing mix, marketing strategy, and various psychological and sociological approaches to the marketing discipline. Further consideration will be given to social media marketing, consumer behavior, advertising, research, information technology, and international marketing.
GRD 6310 - Entrepreneurship
This course familiarizes students with the basic information they need to start and grow a successful business. Students will learn how to create a viable business plan that will gain stakeholder support for a successful launch. Other topics include: The nature of entrepreneurship, strategic positioning, how to do market research and analysis, legal requirements for developing a new business, and best practices for funding, marketing, and managing a new business.
GRD 6220 – Managing People
This course provides students with useful information and practical tools for recruiting, assessing, motivating and retaining talented employees. The course will expose students to a variety of best management practices when people are working independently, are co-located, or are working in virtual teams. Students will also learn how to give effective performance feedback, and to make effective use of both financial and non-financial rewards.
GRD 6330 – Analytical Decision Making
This course acquaints students with useful, practical statistics that will enhance their capacity for critical thinking and assist them in making evidence-based decisions. Students will become familiar with a variety of descriptive statistics and modeling tools that will enable them to analyze business data and evaluate alternative business decisions.
GRD 6420 – Financial Analysis and Economics (*Required for MBA only)
This course examines a number of basic financial and economic theories, techniques, and practices. Topics include: time value of money; valuation; capital asset pricing; risk and diversification; cost of capital; capital budgeting techniques; and micro- and macro-economics. Where applicable, the implications of course content for international finance and economic considerations will also be discussed.
GRD 6511 – Managing Operations (*Required for MBA only)
This course focuses on the central role operations plays in a company's success, and the analytic tools that are required for strong managerial decision-making. The course emphasizes the strategic advantages provided by the operations function to strong organizations. Students will be exposed to such topics as operations strategies, supply chains, process design and analysis, lean manufacturing, Six Sigma, and other approaches to managing quality.
GRD 6720 -- Innovative Sales Management Methodologies
In this course, students will evaluate the aspects of sales management that are critical to the organization's success such as sales forecasting, strategy, organization, human resources, appraisals, tools and systems of measurement, customer relations management drivers and more. Upon course completion, students will have an in-depth understanding of the distinctive challenges of sales management and be able to identify the tools and methods needed to measure success, as well as ways to maximize long-term sales efficiency, profitability and effectiveness.
GRD 6721 - The Psychology of the Sale: People, Culture, Change and Buyer Behavior
The human side of the sales manager's environment is a key determinant of sales success. This class will examine factors affecting culture and organizational changes, and is designed to assist the manager in developing his/her sales force by examining the sales force competencies, behaviors, attitudes and techniques, engaging in performance reviews, coaching, counseling and mentoring, motivating, and developing salespeople. Additionally, the course covers the other side of the coin by examining both consumer buyer behavior (B-to-C) and organizational buyer behavior (B-to-B). Whereas consumer buyer behavior covers topics like needs and motives, personality, perception, learning, attitudes, and cultural influence, organizational buyers have different motives centered around a structural buying center, roles, and the organizational buying process.
GRD 6722 - Sales Management Capstone
In this course, students will participate in a project that will permit them to integrate and apply the practical skills, tools, and information they have acquired about Sales Management in their prior courses.