2017-2018 Academic Catalog

Business - Professional Sales, Associate of Applied Science

Degree:

Associate of Applied Science

Overview

The objective of the Business degree at LDS Business College is to meet students’ needs, whether students want to work in a small business or a large corporation, or start their own entrepreneurial venture. Business classes offer practical, hands-on, project-based coursework that optimizes students’ two-year investment and helps propel them into the workforce and a meaningful career. The degree is designed to be foundational and flexible. Students may choose from any of the following emphases: Business Management, Entrepreneurship, Global Supply Chain & Operations, Professional Sales, or Project Management.

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Professional Sales Emphasis

Successful selling requires hard work, persistence, and an understanding of fundamental skills. A strong educational foundation takes students further in the world of business-to- business sales. The College's Professional Sales program helps students understand:

  • Relationship selling
  • Longer cycle sales
  • Corporate buying
  • Sales management

In addition, students will gain specific skills to help with:

  • Sales presentations
  • Negotiation
  • Maintaining a relationship after the sale
  • Building a clientele for repeat business
  • Putting together an effective sales team

Professional sales provides an excellent quick entry into the job market with strong earning potential. In business, nothing happens until a sale is made. The sales force is the direct link between the customer and the company. Our program targets individuals who show aptitude in the selling and leadership process. Sales professionals can advance in their organizations, switch to related positions such as marketing, management or become independent business owners.

Career Opportunities

The Professional Sales emphasis prepares students to enter the workforce with established sales skills and understanding of the relationship selling process. Graduates of the program are equipped to excel in the professional sales environment. This degree gives students the chance to immediately begin building their career. It also offers a viable way to pay for continued schooling. Courses are taught by faculty with real-world experiences.

Learning Outcomes

Upon completion of the program, successful graduates will be able to:

  • Confirm personal testimony in the restored gospel of Jesus Christ.
  • Collaborate with others using interpersonal skills in an honest, ethical, and Christ-like manner.
  • Communicate effectively using written and verbal presentation principles.
  • Construct new knowledge using technology and information resource tools.
  • Comprehend and think critically to solve problems.
  • Cultivate a strong, professional work ethic and lifelong learning opportunities.
  • Demonstrate various methods of selling skills to contribute to the bottom-line success of all types of organizations and markets focusing on customer value and sales dialogue.
  • Prioritize and qualify customers effectively by collecting, analyzing, and using various types of assessment procedures.
  • Present effective solutions to customers’ needs using critical, creative, and practical sales skills individually and collectively as a team.
  • Illustrate principled negotiating skills to develop positive solutions to conflicts in a selling environment.
  • Recognize and identify sales professionalism as a key driver in the continued evolution of personal and business to business selling.
  • Describe characteristics of sales careers, types of selling jobs, and the key qualifications needed for a successful sales career.
  • Identify and examine the steps of the selling process.
  • Recognize the role of ethics in business sales and decision making.
  • Identify and demonstrate alternative ways of communicating with prospects and customers through canned presentations, written sales proposals, and organized sales dialogues and presentations.
  • Build mutually satisfying relationships between buyers and sellers, by increasing the level of customer value and enhancing mutual opportunities for the customers.
  • Construct effective sales strategies while identifying business and customer needs, wants, and behaviors. Develop selling skills and demonstrate proficiency in developing and delivering effective sales presentations.
  • Identify customers’ objections and articulate the recommended approaches for responding to buyer’s objections.
  • Capture and hold the buyer’s attention, boost the buyer’s understanding, increase the credibility of the claims, and build the buyer’s retention of information.
  • Utilize technology to enhance follow-up and buyer-seller relationships by assessing customer satisfaction.
  • Identify and demonstrate interpersonal relationship skills with the buyer including: listening to open-ended questions, having crucial conversations, resolving complaints, and gaining agreement to solutions.
  • Articulate career preparation confidently using resumes, portfolios (if applicable) and interviews

Course Requirements

Students are responsible to examine the course description of each course listed below for details of prerequisites, which must be satisfied before registering for the course.

Religion Courses

Course NumberTitleCredits

REL Two cornerstone religion courses (4 credit hours)

Course NumberTitleCredits
REL 200The Eternal Family

2 credits

REL 225Foundations of the Restoration

2 credits

REL 250Jesus Christ & Everlast Gospel

2 credits

REL 275Teach & Doct of Book of Mormon

2 credits

REL Two additional religion courses (4 credit hours)

Course NumberTitleCredits
Total Credit Hours:8

College-wide Courses

Course NumberTitleCredits
COM 122Interpersonal Communications

3 credits

ENG 101Intro. to College Writing

3 credits

ENG 220Professional Bus Comm

3 credits

FIN 101Personal Finance

3 credits

Total Credit Hours:12

Program Core Courses

Course NumberTitleCredits
ACC 101Financial Accounting I

3 credits

BUS 101Survey of Business

3 credits

BUS 160Leadership for Life

3 credits

BUS 260Bus Finance and Economics

3 credits

GSO 125Intro to Glo Sup Ch & Oper

3 credits

GSO 126Purchasing & Supply Mgt

3 credits

SELL 120Introduction to Sales

3 credits

SELL 175Intermediate Sales

3 credits

SELL 275Advanced Sales

3 credits

SELL 299Sales Internship

2 credits

SMM 105Intro to Social Media Mktg

3 credits

Total Credit Hours:32

SELL 299: Capstone

Electives

In addition to the required courses of the emphasis, students may select a course from the following programs (make sure to check for requisites): Financial/Managerial Accounting; Entrepreneurship; Global Supply Chain and Operations: Health Professions; Interior Design; Information Technology; Social Media Marketing.

Course NumberTitleCredits
Total Credit Hours:9

Total Credit Hours: 61

Recommended Sequence of Courses

Depending upon the number of preparatory courses a student must take, an additional semester may be required to complete the program.

First Semester

Course NumberTitleCredits
BUS 101Survey of Business

3 credits

COM 122Interpersonal Communications

3 credits

ENG 101Intro. to College Writing

3 credits

SELL 120Introduction to Sales

3 credits

Religion Cornerstone Religion course

2 credits

Total Credit Hours:14

Second Semester

Course NumberTitleCredits
ACC 101Financial Accounting I

3 credits

FIN 101Personal Finance

3 credits

GSO 125Intro to Glo Sup Ch & Oper

3 credits

SELL 175Intermediate Sales

3 credits

Religion Cornerstone Religion course

2 credits

Total Credit Hours:14

Third Semester

Course NumberTitleCredits
BUS 160Leadership for Life

3 credits

BUS 260Bus Finance and Economics

3 credits

GSO 126Purchasing & Supply Mgt

3 credits

SMM 105Intro to Social Media Mktg

3 credits

Elective ELECTIVE

3 credits

Religion Cornerstone or Religion Elective

2 credits

Total Credit Hours:17

Fourth Semester

Course NumberTitleCredits
ENG 220Professional Bus Comm

3 credits

SELL 275Advanced Sales

3 credits

SELL 299Sales Internship

2 credits

Elective ELECTIVE

3 credits

Elective ELECTIVE

3 credits

Religion Cornerstone or Religion Elective

2 credits

Total Credit Hours:16

SELL 299: Capstone

Graduation Requirements

  1. Minimum of 61 total semester credit hours as outlined
  2. Grade of C or better in all core courses, except SELL 120, SELL 175, and SELL 275 which require a B or higher.
  3. Cumulative grade-point average of 2.0 or higher.
  4. 2 cornerstone religion courses, 2 additional elective religion courses