FALL 2006
(All courses are three credit hours unless otherwise specified)

RPS 205 PROFESSIONAL SELLING
Introduces the basic concepts of professional selling, including customer analysis, communication skills, effective openings and closings, and customer relations. Selling skills and concepts are developed through the extensive use of sales exercises, role-plays and presentations.
Prerequisites: MKT 210 and MGT 200
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RPS 210 NEGOTIATION
Explores the basic concepts and key critical skills involved in between the organizational representative and the client, including the psychology of bargaining. The course delivery incorporate a variety of hands-on projects and presentation exercises, in addition to quantitative models in behavioral decision making.
Prerequisites: MKT 210 and MGT 200
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RPS 300 GLOBAL PERSPECTIVES IN SALES
An analysis of the sales function across national borders is stressed, including the impact of strategic, economic, political, legal and cultural factors on sales activities, factors that influence the globalization of selling, and the impact of cultural differences on global sales. Technology and video conferencing will be used in order to interface with global sales organizations.
Prerequisites: RPS 205 and RPS 210
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RPS 320 SALES INFORMATION SYSTEMS & TECHNOLOGY
An introduction to and hands-on instruction for selected information technology resources that ordinarily support the sales professional and the sales process. It includes the selection of personal productivity tools, sales team applications and enterprise-wide technology solutions.
Prerequisite: RPS 205
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RPS 399 SELECTED TOPICS (1-6 credits)
A topic not covered by an existing course.
Prerequisites: Permission of the Department Chairperson and the Dean

RPS 400 SALES MANAGEMENT
This course analyzes the full range of functions utilized in sales force management and both integrates and builds upon material from foundation coursework. Advance topics include revenue opportunities, territory allocation, hiring, selection and training, motivating and rewarding the sales force, coaching, and planning.
Prerequisites: RPS 205, RPS 210, RPS 300
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RPS 410 KEY ACCOUNT MANAGEMENT & CUSTOMER RELATIONSHIP BUILDING
Designed to (a) teach students how to target customers with the highest growth potential, (b) use databases to identify high margin opportunities and (c) devise strategic account plans that turn sales opportunities into sales. Also includes account segmentation and selling to complex enterprises, and the importance of customer relationship building and retention.
Prerequisites: RPS 205 and RPS 210
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RPS 420 FINANCIAL SERVICES SELLING
Explores the competitive nature of financial services sales and the increased mobility of capital, including market access, selling strategies and techniques enabling greater customer interaction in the context of investment, insurance and lending industries.
Prerequisites: FIN-320, RPS 205 and RPS 210
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(Note: FIN 320 requires ACCT211 Financial Accounting and ECON 2020 Microeconomics, hence students are aware of accounting and related economic principles upon entering this course)

RPS 430 SALES FORECASTING
Introduces various aspects of sales forecasting using both quantitative and qualitative analysis including applications specific to the sales profession, such as setting sales quotas for territory assignments and target markets, estimating future sales and determining sales potential.
Prerequisites: RPS 205, RPS 320, MATH 140, and ECON 201
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RPS 440 MEDICAL AND PHARMACEUTICAL SELLING
Students are exposed in depth to the selling process in the pharmaceutical, medical devices and medical services area. They will learn specific selling skills germane to these industries through role playing and gain in-depth knowledge of one company by doing a semester long project analyzing that company.
Prerequisites: RPS 205 and senior standing.

RPS 450 ADVANCED SALES
This course focuses on selling in the supply chain and more complex selling situations such as selling into operations contexts and capital goods selling. Students will focus on advanced methods to be able to sell in such environments developing new skills. Students will spend time with sales executives, both interviewing them and role playing with them. Prerequisites are RPS 205, RPS 300, and senior standing.

RPS 485 PRACTICUM
A course of study designed especially for the supervised practical application of previously studied theory in a group setting. Done under the supervision of a faculty sponsor and coordinated with a business organization.
Prerequisites: (1) RPS 205, (2) junior status, (3) minimum GPA of 3.0 overall and in the major, and (4) permission of the department chair and the Dean.

RPS 490 INTERNSHIP IN PROFESSIONAL SALES
This is a cooperative education/field work experience. The mission of the internship program is to provide students with a valuable employment experience by working uninterrupted for a significant amount of time, with a public, private, or governmental entity in the student's geographical area.
Prerequisites: (1) RPS 205, (2) junior status, (3) minimum GPA of 3.0 overall and in the major, and (4) permission of the department chair and the Dean.

RPS 499 INDEPENDENT STUDY (1-6 credits)
A special project supervised by a faculty adviser with the approval of the department chair and Dean.