MGMT 360 - Business Development and Sales Management

Credits: 5
Learn to integrate business development and selling strategies to effectively create productive buyer-seller relationships. Topics include strategic prospecting, personal selling strategies, organizational relationships, managing the sales funnel, and developing sales proposals.

Enrollment Requirement: Admission into the BAS in Applied Management program; and BUS& 101; and ENGL& 101; or instructor consent. Recommended: BUS 159

Course Outcomes:
Students who successfully complete this class will be able to:

Outline the processes and strategies needed to create a productive buyer-seller relationship.
Implement successful sales management practices.
Formulate a sales strategy including key performance indicators for a given sales scenario.
Demonstrate communication techniques used by industry professionals.
Construct a business development scenario that utilizes e-platforms, strategic prospecting, and sales and business analysis tools.

Program Outcomes

Formulate effective business strategies by conducting thorough analysis of a given market and business environment.
Analyze quantitative and qualitative data to effectively and efficiently resolve business problems.
Analyze financial data to explain organizational performance and identify business opportunities in a given market.
Apply organizational behavior principles and human resources management practices to formulate a plan to effectively hire, retain, and develop a workforce.
Plan and implement marketing and sales strategies to maximize long-term profitability of a firm.
Construct operations and project plans that efficiently and effectively leverage organizational resources.
Formulate strategies to increase ethical behavior and socially responsible decision making within an organization.

College-wide Outcomes

Critical Thinking - Critical thinking finds expression in all disciplines and everyday life. It is characterized by an ability to reflect upon thinking patterns, including the role of emotions on thoughts, and to rigorously assess the quality of thought through its work products. Critical thinkers routinely evaluate thinking processes and alter them, as necessary, to facilitate an improvement in their thinking and potentially foster certain dispositions or intellectual traits over time.
Responsibility - Responsibility encompasses those behaviors and dispositions necessary for students to be effective members of a community. This outcome is designed to help students recognize the value of a commitment to those responsibilities which will enable them to work successfully individually and with others.