Catalog Version

Summer/Autumn 2013
Catalog update:
May 15, 2013

Access archived catalogs in the Catalog Archive section.​​​​​

Students are required to follow the Academic Handbook and Code of Student Responsibility

Driehaus College of Business students who minor in Sales Leadership will strengthen their skills in sales and category management, including interpreting strategic consumer insight to help retailers maximize profitability and create an enjoyable shopping experience.​

Declaration Requirements

To declare a minor in Sales Leadership, a Driehaus student must meet the following requirements:

  • A minimum cumulative DePaul grade point average of 2.500
  • A minimum Marketing grade point average of 2.000
  • No grades of IN, R, or lower than C- in any Marketing (MKT) course
  • Completion of MKT 301 and MKT 310 with minimum grades of C-

A Sales Leadership Program application must be completed through the Department of Marketing in conjunction with declaration.

Course Requirements

In addition to MKT 301 and MKT 310, a Driehaus student minoring in Sales Leadership is required to complete the following courses totaling at least 16.0 hours:

Category Management Focus

For a specific focus in Category Management, students should take:

Communication

Driehaus students minoring in Sales Leadership must complete MKT 376 for the Communication requirement in the Business Core.

Degree Conferral Requirements

All Marketing (MKT) courses and any courses used toward the Marketing minor must be completed with a minimum grade of C- and with a combined GPA of 2.000 or higher.

MKT 376

EFFECTIVE BUSINESS COMMUNICATION

This course is designed to expand the participant's communication skills through the application of the principles of communication science and the psychology of persuasion in a contemporary business setting. Students are shown how to develop successful communication and message packaging strategies useful in a variety of communication venues including: memos, meetings, briefings, interviews and individual and team presentations. Oral presentations and written communication techniques are explored including use of visuals, computer graphics, and layout techniques. The mechanisms of Speech Apprehension (stage fright) are presented as well as techniques for management and reduction of this common, debilitating phenomenon. Personal ethics and credibility are explored as important components of effective communication, both individually and as part of a team. THIS COURSE IS REQUIRED FOR ALL MARKETING MAJORS.

MKT 377

FUNDAMENTALS OF SALES & NETWORKING

In the current business environment, companies are focusing their efforts on recruiting well-trained and refined sales professionals who generate substantial revenue. This course is designed to expose students to the energy, decorum, techniques and methods of superior selling sought after in today's business environment. Coursework will examine networking techniques and ways in which to identify high-potential opportunities. Application of techniques is crucial to learning this material; therefore students will be given the opportunity to implement learned techniques via real-world selling activity.

MKT 383

ADVANCED VALUATIONS FOR BUSINESS

This is a strategic sales course which emphasizes the psychology of selling in complex selling situations, identifying the decision maker among multiple contacts, quantifying the value proposition to the customer, and presenting a compelling sales proposal.
Prerequisites:
MKT 202, MKT 310 and (MKT 376 or MKT 377) are a prerequisite for this class.

MKT 378

SALES STRATEGY & TECHNOLOGY

Students taking this course will be provided with a comprehensive understanding of sales strategy and sales technology used to optimally organize and deploy sales resources. At the heart of this course is an introduction to the principles of customer relationship marketing and customer acquisition programming. Students will learn via lecture, text, guest lecturers, exposure to the latest technological tools and current case study. This course will benefit participants by providing a true perspective as to what role sales plays today and will play in the future of customer-centric organizations.
Prerequisites:
MKT 202, MKT 310 and (MKT 376 or MKT 377) are a prerequisite for this class.

MKT 379

LEADERSHIP IN SALES ORGANIZATIONS

This is a strategic sales course which emphasizes strategic leadership (setting the course), organization leadership (selecting, organizing, motivating, measuring and conflict resolution), and personal leadership (leading people, leading talent and leading yourself) in today's changing sales organization.
Prerequisites:
MKT 202, MKT 310 and (MKT 376 or MKT 377) are a prerequisite for this class.

MKT 380

SCIENCE OF RETAILING

Students are introduced to concepts of the retail business model which include: identifying the target consumer and market, development and implementation of merchandising plans, interaction with supply chains, management of human resources and the financial implications of decisions at the corporate and store levels.
Prerequisites:
MKT 202, MKT 310 and (MKT 376 or MKT 377) are a prerequisite for this class.

MKT 381

BUILDING FINANCIAL RELATIONSHIPS

Students learn the basic financial products and services that help clients achieve their financial goals and will gain a basic understanding of financial planning. More importantly, students learn how to identify prospects, uncover client financial needs, help clients achieve their financial goals and build the trusted relationships that lead to turning a prospect into a customer and a customer into a lifelong client. The course includes guest speakers, role playing, presentations and the development of a personal financial plan for each student.
Prerequisites:
MKT 202, MKT 310 and (MKT 376 or MKT 377) are a prerequisite for this class.

MKT 382

PRINCIPLES OF CATEGORY MANAGEMENT

Successful companies expect their suppliers to act as partners that will help them grow their businesses, not simply to trade share among competitors. Relationships are established between buyer and seller when vendor partners demonstrate and leverage business understanding to build customer volume. In consumer packaged goods, this practice is known as category management. The course is taught through the case method to learn the category management process, use the information systems and data resources available and develop sales presentations that effectively communicate solutions for business problems in three different industries.
Prerequisites:
MKT 202, MKT 310 and (MKT 376 or MKT 377) are a prerequisite for this class.

MKT 398

SPECIAL TOPICS

Content and format of these courses are variable. An in-depth study of current issues in marketing. Subject matter will be indicated in class schedule. The Marketing department offers special topics in a variety of areas. Students may take more than one special topics course as an elective.

MKT 385

SELLING PROFESSIONAL & COLLEGIATE SPORTS

This course in professional selling will introduce students to the essentials of effective selling as well as inside sales in the context of professional and collegiate sports. Topics include the sales process, persuasion, handling objections, finding solutions, developing relationships, and serving clients and customers
Prerequisites:
MKT 376 OR MKT 377