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 MBA in Sales Management |
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Earn Your Masters of Business Administration |
| MGT 5015 | Legal, Ethical, and Social Values of Business |
| MGT 5020 | Managing Organizational Behavior |
| QNT 5040 | Business Modeling |
| ECN 5050 | Economic Thinking |
| ACT 5060 | Accounting for Decision Makers |
| MKT 5070 | Managerial Marketing |
| FIN 5080 | Applying Managerial Finance |
| OPS 5095 | Service Operations Management |
| MKT 5210 | Advanced Sales Management Concepts |
| MKT 5220 | Sales Accounts, Management, and Design |
| MKT 5230 | Sales Management Environment: People, Culture, and Change |
| MKT 5240 | Sales Organizational Architecture |
Course Descriptions
Full-Time professionals are available to discuss course content in greater detail with you. Simply contact your Admissions Manager at 800.672.7223 Ext. 25168.
MGT 5015 Legal, Ethical, and Social Values of Business (3 cr.)
Students will gain an understanding of the meaning and importance of the law, ethics, personal morality, and corporate social responsibility. The students will be able to differentiate among the values of legality, morality, ethics, and corporate social responsibility. They will become more cognizant of the legal, ethical, moral, and social responsibility ramifications to business decision-making; and will learn how to apply these values in a modern business context. The students will be able to analyze business decisions from legal, ethical, and social responsibility perspectives.
MGT 5020 Managing Organizational Behavior (3 cr.)
Managing Organizational Behavior: Students will gain a working knowledge of how to manage personal, interpersonal, and group processes by developing their interpersonal skills to assume responsibility for leading and promoting teamwork among diverse stakeholders. Students will learn to manage individual and group behaviors in improving organizational productivity and performance. Through experiential learning, students will learn to integrate home, work, and educational observations and experiences and to convert them into proactive practical applications for growth and renewal in these diverse settings.
QNT 5040 Business Modeling (3 cr.)
This course covers the techniques of problem solving, optimization and business modeling using the concepts of statistics and management science in a spreadsheet environment. The course focuses on that practical application of quantitative analytical techniques. Prerequisites: FINP 5008 and QNTP 5002 or equivalents.
ECN 5050 Economic Thinking (3 cr.)
Economic Thinking is a methodology that focuses on the role of incentives in the marketplace. The course reviews the components of markets, how markets function, factors that influence consumer and producer behavior, market structures, market power and the appropriate role of government in the marketplace. The second part of the course focuses on the measures of economic activity used to assess the impact of inflation, unemployment, economic growth, and exchange rates on the national and local economy. Prerequisites GMPF 5003 Or ECNP 5003 or ECON 2020 or ECN 2020.
ACT 5060 Accounting for Decision Makers (3 cr.)
Students will learn to reconsider accounting information for managerial decision making, and will then take this information and transform it into financial guidelines for deciding among capital ventures, product and service offerings, funding options, and budgets. Prerequisite: ACTP 5001 with a grade of C, FINP 5008 with a grade of C, and QNT 5040.
MKT 5070 Managerial Marketing (3 cr.)
Students will gain a working knowledge of marketing management by learning to think strategically and to develop marketing plans aligning marketing initiatives with market opportunities. Students will be able to implement the functional strategies and marketing plans to optimize customer and organizational value. Prerequisite: MKTP 5005 or equivalent.
FIN 5080 Applying Managerial Finance (3 cr.)
Students will gain a working knowledge of managerial finance by learning to develop a systematic approach to financial analysis; to apply techniques for planning, forecasting, and managing; as well as to evaluate and recommend improvements in the organization's financial performance. Prerequisites: FINP 5008 Business Finance or equivalent, QNT 5040 and ECN 5050.
OPS 5095 Service Operations Management (3 cr.)
This course focuses on services management in general and service operations in particular. It explores the elements that unite services, that differentiate service processes from non-service processes and that differentiate various types of services from each other. Customers generally participate in the service process, often with direct and uncensored interactions with employees and facilities. The resulting variations in demand present a challenge to the operations manager to use effectively the perishable service capacity. This results because production and consumption occur simultaneously and thus the inability to inventory services. The course covers strategic and tactical issues associated with designing and managing service operations. It provides tools to help assess operations, redesign processes, and establish systems to ensure an excellent customer experience. Student operations service learning experience is reinforced with case studies. Prerequisites: ECN 5050, FINP 5008 or equivalent, and QNT 5040.
MKT 5210 Advanced Sales Management Concepts (3 cr.)
The course provides a broad overview of the unique opportunities and challenges encountered in the process of managing the sales function. Initially, the course focuses on the distinctiveness and the importance of managing the sales function. From this point, the class begins to assess the aspects of sales management that are critical to the organization¿s success. The subjects discussed include sales forecasting, strategy, organization, human resources, appraisals and more. Each of the topics is examined through readings, discussions, lectures and specific cases. At the conclusion of the course, the student will have an appreciation for not only the unique challenges of sales management, but also the ways in which managers maximize the long-term productivity and profitability of the sales function. Prerequisite: MKTP 5005 or equivalent.
MKT 5220 Sales Accounts, Management, and Design (3 cr.)
This course focuses on the organizational strategy as it relates to the allocation of its sales resources to specific accounts and develops a focus on those accounts. The course will examine the accounts that are the focus of the sales organization. Emphasis will also be given on topics such as territory planning, conducting account analyses, engaging in call analysis, team selling, key account management and engaging in proposal development. Prerequisite: MKT 5210.
MKT 5230 Sales Management Environment: People, Culture, and Change (3 cr.)
The human side of the sales manager's environment is a key determinant of sales success. Managers are often faced with situations in which an existing organizational and sales culture must be assessed. In many cases, change is required and the focus is on both organizational cultural change and on change in people. This class will examine factors affecting culture and organizational changes. Additionally, the course 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, developing and perhaps reassessing the organizational relationship with individual salespeople. Prerequisite: MKT 5220.
MKT 5240 Sales Organizational Architecture (3 cr.)
The organizational architecture (structure) is a significant determinant of organizational performance and success. The sales manager's focus has to be on developing a strategic plan and implementing tactics which enable the firm to perform at a high level. In addition to the critical nature of the firm's organizational design comes the selection of the proper personnel to fill these positions. As such, the manager must identify critical skills, attitudes and behaviors which are required for each position and then implement a staffing plan designed to maintain them. The Sales Organizational Architecture course is designed to help the student develop and implement these strategic and tactical processes. Additionally, once the firm has been structured and staffed, the manager is then charged with maintaining the operation by examining the budgeting, forecasting, compensating and expenditure patterns in the firm. Prerequisite: MKT 5230.
ACTP 5001 Introductory Accounting (3 cr.)
An accelerated introductory course stressing the essential elements of accounting skills that will be used in the master's degree program. Managerial uses of accounting data and preparation of financial statements will be covered in this course. Course satisfies program prerequisite of financial accounting for master's degree programs.
QNTP 5002 Introductory Statistics (3 cr.)
This course satisfies the prerequisite of statistics for master's degree programs. The concepts of statistical notation, probability are covered as well as the principles of estimation using the central limit theorem.
ECNP 5003 Introductory Economics (3 cr.)
This course is designed to provide the students with a solid foundation in the basic concepts of economics. The course will introduce students to the analytical approaches and methods used in the economics by applying them to examine current economic issues. The discussion will begin with an overview. The structure will follow a traditional entry level course in economics. Much of the discussion will consider markets and how they determine what is produced and how it is allocated. Also, attention will be devoted to evaluating market outcomes and thinking about remedies to problems that markets cannot solve. Also considered will be how aggregate economic activities are measured, and the role of fiscal and monetary policies in determination of national income.
MKTP 5005 Introductory Marketing (3 cr.)
This is a survey of the essentials of marketing. Covers the nature of marketing and its environment, selecting target markets, marketing research, customer behavior, and forecasting sales. Emphasis on marketing strategy planning. Course satisfies the program prerequisite of marketing for master's degree programs.
FINP 5008 Business Finance (3 cr.)
A survey of the essentials of finance and its environment. Financial management as it applies to organizations, ratio analysis, leverage, working capital management, capital budgeting, capital structure, and other concepts as they apply to business organizations. Course satisfies program prerequisite of finance for master's degree programs.
As one of the top online MBA programs, professionals with managerial or supervisory experience can expect to receive a superior sales education and original sales-centric curriculum, resulting in a highly sought after business MBA in Sales Management.
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