ONLINE MASTER OF BUSINESS ADMINISTRATION SALES

Learn to gather and analyze customer data, identify trends and work within a customer’s business strategy to take advantage of opportunities to drive sales. Explore various business and supply chain models and how they factor into customer needs and circumstances. Present a simulated data-driven proposal to help fulfill a customer need.

Explore written and spoken communication skills needed to be a sales professional. Apply these skills to a group capstone project simulating how to develop a sales strategy for a new product. Examine how to effectively structure written and spoken sales pitches, leverage team resources, collaborate with peers/supervisors and manage project timelines. Work with classmates to build and present pitches/proposals to a specific type of business audience (e.g. sales teams, product managers, financial analysts, etc.), including a relevant go-to-market sales strategy.

Learn to become a successful communicator, a key skill for upper and senior-management positions. This course will focus on the areas of clarity, confidence, persuasion and passion, teaching students how to apply these traits to both their spoken and written words, as well as posture and body language.

Analyze the interaction of individual, group and organizational dynamics that influence human behavior in business and determine appropriate management approaches to foster a productive work environment. Examine a variety of theories, models and strategies used to understand motivation and individual behavior, decision making, the dynamics of groups, work teams, communication, leadership, power and politics, conflict resolution, work design, organizational structure and culture, and managing change. Receive a conceptual base for interpreting, assessing, and influencing human behavior in an organization.

Examine the strategic management process and implementation of successful business strategies in the highly competitive and dynamic global environment. Analyze the impact of technology, government policy, and world economic and political forces on strategy formulation and execution. Exercise analytic, integrative and decision-making skills through the use of case analysis. Make decisions involving the core business functions, leadership challenges and global operations.

Apply relevant economic theory to develop a framework of analysis and techniques that you can use to decide how to allocate a firm’s scarce resources to achieve its objectives. Use economic analysis to support business strategy decisions that promote competitiveness in an environment of changing domestic and international market conditions, government regulations, trade policies and resource availability. Systematically analyze how global economic integration affects the production, input sourcing and pricing decisions of firms operating in different market structures.

Understand financial concepts and review the basic tools and strategies for making financial decisions. Measure and compare risks across investment opportunities. Analyze how organizations choose the set of securities they issue to raise capital from investors as well as how organizations form a capital structure. Examine how the choice of capital structure affects the value of the firm.

Examine and evaluate the legal environment and ethical challenges of management and organizations. Review approaches to enhance corporate accountability, foster an ethical work environment, ensure legal compliance and provide effective leadership. Analyze the impact of management decisions, corporate governance and the leaders individual conduct on a business ability to meet its obligations to stakeholders. Evaluate alternative courses of action from an economic, legal and ethical perspective to ensure management meets corporate responsibilities to create wealth, obey the law and observe society's ethical standards. Examine the key elements of effective corporate governance, the predominate schools of ethical thought in relation to strategic management and the ethical consideration for global operations.

This course explores how business leaders can apply statistical thinking to improving business process and performance. The course presents concepts related to statistical thinking with a business environment, statistical tool and techniques and formalized statistical methods.

Apply the major elements of the marketing process, including domestic and foreign market assessment, strategic planning and the development of an effective marketing mix (product, price, promotion and distribution) to create customer value. Analyze key marketing concepts, such as consumer/business buying behavior, market research, brand management, product development, pricing strategies and the design of marketing channels (promotion and distribution). Examine the integration of marketing with other functions in a business organization.