Catalog Version

Summer/Autumn 2013
Catalog update:
May 15, 2013

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

Available to students outside the Driehaus College of Business, the Sales Leadership minor is for students interested acquiring skills in sales and category management: the interpretation of strategic consumer insight to help retailers maximize profitability and create an enjoyable shopping experience.​

Declaration Requirements

To declare a minor in Sales Leadership, a non-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 the following classes with a minimum grade of C- in each:
    • ICS 200 or approved substitute
    • A course in college algebra
    • A course in statistics

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

The requirement for courses in college algebra and statistics may be satisfied through the completion of the LSP 120 and LSP 121 sequence.

Course Requirements

A non-Driehaus student minoring in Sales Leadership is required to complete the following courses totaling at least 30.0 hours:

Category Management Focus

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

Degree Conferral Requirements

All Marketing (MKT) courses and any other 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.

ICS 200

INTRODUCTION TO BUSINESS

This course is designed for non-Commerce majors who want a minor in business. The course will help the student develop an understanding of the role of the major functional areas of business, as well as ethical considerations, the globalization of business and the role of entrepreneurship. Considerations will be given to the possible career opportunities in each of the functional areas studied.
Prerequisites:
Undergraduate Business students (COMM, UNCOM, GPCOM) are restricted from registering for this class.

LSP 120

QUANTITATIVE REASONING & TECHNOLOGICAL LITERACY I

This course provides a mathematical foundation for students to become confident and critical users of quantitative information of all kinds: numerical, graphical, and verbal. Students analyze data from a wide variety of fields, making and critiquing quantitative arguments. Mathematical topics include proportional reasoning and rates, the making and interpretation of graphs, linear and exponential models, logarithms, and finance. The course is taught in a hands-on laboratory environment where students are introduced to computer tools for data analysis and presentation. PREREQUISITE(S): MAT 100, MAT 101, or demonstrating readiness via the math placement test taken at matriculation. As an alternative to taking LSP 120, this requirement can be met by passing a separate LSP 120 Proficiency Exam (see qrc.depaul.edu). A student whose major requires calculus is exempt from this requirement. Formerly ISP 120.
Prerequisites:
ISP 110 or MAT 100 or MAT 101 or placement by test is a prerequisite for this class.

LSP 121

QUANTITATIVE REASONING AND TECHNOLOGICAL LITERACY II

This course provides more advanced mathematical and computational methods in the analysis and interpretation of quantitative information. Topics include databases, descriptive statistics, measures of association and their interpretation, elementary probability theory, and an introduction to algorithms and computer programming. The course is taught in a hands-on laboratory environment where students are introduced to advanced computer tools for data analysis, including databases and a professional statistical software package. PREREQUISITE(S): LSP 120 or a passing score on the LSP 120 Proficiency Exam. As an alternative to taking LSP 121, this requirement can be met by passing a separate LSP 121 Proficiency Exam (see qrc.depaul.edu). A student whose major requires calculus is exempt from this requirement. Formerly ISP 121.
Prerequisites:
LSP 120 or (MAT 147 or above) is a prerequisite for this class.

MKT 301

PRINCIPLES OF MARKETING

Marketing 301 introduces basic marketing terminology and the relationships between and among these terms relevant to the creation and implementation of basic marketing strategy. The course content also focuses upon the controllable and uncontrollable variables which have bearing on the success or failure of marketing programs. The course also provides students with opportunities to demonstrate their ability to connect concepts discussed in the text and those same concepts appearing in academic and practitioner publications and popular business periodicals.
Prerequisites:
MAT 137 or equivalent is a prerequisite for this class.

MKT 310

CONSUMER BEHAVIOR

An analysis of the environmental, social and psychological factors that influence an individual's consumer decisions. Specific areas studies will be consumer motivation, attitudes, learning and decision processes, as well as lifestyles, reference groups, communication and cultural influences.
Prerequisites:
MKT 301 is a prerequisite for this class.

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 202

QUANTITATIVE METHODS IN MARKETING

This course explores quantitative techniques commonly used in business to aid in marketing decision making. It explores the concepts which underlie techniques and provides skills to understand and manipulate data using Excel. Statistics that are frequently used in marketing are taught. This course should be taken as soon as you decide to pursue a major or minor in Marketing.
Prerequisites:
MAT 137 or equivalent is a prerequisite for this class.

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