Master of Business Administration - Sales Leadership Concentration

Master of Business Administration - Sales Leadership Concentration (BA SLSC MBA)

39 Credits

MASTER OF BUSINESS ADMINISTRATION - SALES LEADERSHIP CONCENTRATION • 39 CREDITS • BA SLSC MBA

The Sales Leadership concentration is designed for sales managers and marketing managers to expand their knowledge of the role sales plays in the success of an organization. Areas covered include building buyer-seller relationships, building and maintaining a successful sales force, utilizing technology in the sales organization to drive growth, and applying data analytics to make strategic sales decisions at the organizational level.

MBA CURRICULUM
Davenport University’s 39 credit MBA program is designed for those early in their business careers and entrepreneurial endeavors, and those mid to senior-level managers looking to sharpen their professional skills. The student will complete a set of core requirements prior to proceeding to concentration courses.

Foundations of Business Requirements

All students admitted into the Davenport University 39 credit MBA are expected to have the necessary business foundations prior to entering the 600-level courses. Students without an earned grade of B or better within the last eight years in undergraduate course work in the areas of accounting, finance, management, marketing and statistics will be required to take these foundational business (500-level) courses.

Students who have a 2.75 cumulative GPA in a bachelor’s degree in business or a business related field will not be required to complete the Foundations of Business courses.

Foundation courses for non-business undergraduate majors:

ACCT510   Fundamentals of Accounting Principles and Concepts
BUSN520 Management and Marketing
FINC510   Foundations of Financial Management
STAT500    Statistics for Business

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Core Courses		24 Credits
ACCT640	Managerial Accounting Most of the information required to plan and control business operations, and the data required to create and sustain a competitive advantage, come from the accounting system and the reports that are generated. This course analyzes the management structure and process in which this information is generated, the construction and application of managerial accounting data, cost behavior and cost assignment. Students will also examine product cost within activity based costing, job order costing, and process costing. Controlling cost through the use of standard cost system and budgeting are explored. In addition, this course covers business decision-making using relevant information from activity costing, variable/fixed analysis, cost-volume-profit analysis, quality costing, and productivity analysis. Students will analyze and evaluate managerial accounting functions and decision cases in light of managing a business, making financing decisions, and generating growth and income within the	3
BUSN688	Quantitative Business Analysis This course provides the student with an understanding of quantitative analysis methods used in contemporary business to effectively determine business situations, prescribe needed data and develop decision-support data. Students apply regression and time-series analysis to develop business forecasts and develop probability assessments related to decision-making in a variety of business disciplines including marketing, finance, production, and human resources management. Note: A grade of C or better is required on the final assessment in order to earn a passing grade in this course. Applicable Course Fees can be found at https://my.davenport.edu/financial-aid/how-much-does-du-cost/tuition-and-fees. Prerequisite(s): BUSN520 and STAT500	3
ECON625	Managerial Economics This course is an exploration of microeconomic theory and practices, which explain real-world behavior in a firm and society. A practical, problem-solving approach to decision-making is used to learn how economic concepts serve as the basis for many challenges and decisions that confront today’s managers. Topics to be covered include an overview of supply and demand, forecasting demand, production and cost analysis, statistical analysis of economic relationships, market structure and organization, the role of government in a market economy, pricing a firm’s output, risk analysis, and capital budgeting. Note: A grade of C or better is required on the final assessment in order to earn a passing grade in this course. Applicable Course Fees can be found at https://my.davenport.edu/financial-aid/how-much-does-du-cost/tuition-and-fees. Prerequisite(s): STAT500	3
FINC620	Corporate Finance This course focuses on the application of financial theory and concepts for management decision making with emphasis on the practical aspects of finance. Students learn how to analyze a company’s financial information and practice financial planning. Students evaluate the capital investment process, the corporate restructuring process, as well as bankruptcy analysis. In addition, students explore the financial decision-making process relating to working capital management and international finance. Note: A grade of C or better is required on the final assessment in order to earn a passing grade in this course. Applicable Course Fees can be found at https://my.davenport.edu/financial-aid/how-much-does-du-cost/tuition-and-fees. Prerequisite(s): FINC510	3
LEGL710	Ethical/Legal Frmwrk 21st Cent This application centered class explores business ethics as well as the legal environment of business in a number of contexts. Students will learn to apply employment laws and regulations to human resource decision making. The course will also relate the areas of contract and tort law to common business scenarios. The relationship between agency law and the fiduciary duties of corporate leaders will also be identified. The emphasis of the course will be on applying knowledge of various areas of law and ethics to strategic business decision making. Grade Note(s): A grade of C or better is required on the final assessment in order to earn a passing grade in this course.	3
MGMT653	Leading Organizations This course is designed to provide new ways of thinking about leadership philosophies and strategies to influence the behaviors of individuals and groups in organizations. Students begin with an exploration of the nature of effective leadership and leadership theories. Understanding power, creating change, developing teams, and guiding group decisions are examined in the context of the roles of a leader. Students learn how to recognize leadership traits and approaches so they can develop their own leadership style. Case studies involving real-world situations that confront leaders are used so that students can formulate strategies to improve the performance of followers through effective leadership. A grade of C or better is required on the final assessment in order to earn a passing grade in this course. Applicable Course Fees can be found at https://my.davenport.edu/financial-aid/how-much-does-du-cost/tuition-and-fees. Prerequisite(s): BUSN520	3
MGMT757	Operations & Supply Chain Mgt This course is the study of how external influences and internal capabilities affect organizational strategies, tactics, and execution. This course covers topics surrounding supply chain management, process design, capacity planning and scheduling, inventory control, statistical process control, and quality assurance. Additionally, operations management's role in organizational performance is explored. Students will examine organizational challenges and opportunities in order to formulate strategies that sustain competitive advantage. In this course, students learn to apply the concepts by conducting a supply management simulation. Note: A grade of C or better is required on the final assessment in order to earn a passing grade in this course. Applicable Course Fees can be found at https://my.davenport.edu/financial-aid/how-much-does-du-cost/tuition-and-fees. Prerequisite(s): ACCT640, BUSN688, ECON625, and FINC620	3
MKTG610	Marketing Strategies This course focuses on marketing strategies and tactics, which are the tools that managers use to increase sales and profits of products and services. Identifying and employing the most effective strategies are critical to the success of any firm. In this course, students explore market segmentation, product, price, distribution, promotion, international, and strategic marketing strategies and tactics. Case studies are used to provide an opportunity to conduct situation analysis, identify SWOTs (strengths, weaknesses, opportunities, and threats), and recommend appropriate strategies and tactics that will attract, satisfy, and retain customers. Note: A grade of C or better is required on the final assessment in order to earn a passing grade in this course. Applicable Course Fees can be found at https://my.davenport.edu/financial-aid/how-much-does-du-cost/tuition-and-fees. Prerequisite(s): BUSN520	3

Concentration Courses		12 Credits
MKTG645	Sales Leadership This course will equip students to apply best practices to the selection and ongoing management of sales talent. Students will understand how to incorporate the performance management processes to the sales profession and learn coaching practices for sales professionals to promote increased sales team effectiveness. Necessary leadership competencies specifically identified for the sales environment will also be discussed. Prerequisite(s): BUSN688 and MKTG610	3
MKTG697	Market Intelligence-Data Analy This course prepares students to use data acquired from market intelligence and industry-specific information to make effective sales leadership and customer decisions. The course also allows students to better understand the pathway for strategy development and planning. Students will be able to classify prospects within industry codes to improve sales performance. Finally, the course address approaches to customer segmentation within industries. Prerequisite(s): BUSN688 and MKTG610	3
MKTG754	Strategic Acct/Territory Mgmt This course builds student competence in market intelligence and data analytics through their application to account and territory management of specific companies within specific industries. In so doing, the course provides the student with the ability to make strategic business and customer decisions with the goals of qualifying prospects and improving sales performance. This course will also expose students to CRM's and other technology-based tools to enhance their effectiveness as sales professionals. Prerequisite(s): MKTG697	3
MKTG778	Global Sales Strat/Intl Busn This course creates the framework for understanding sales leadership through the lens of international business. It is designed to build student understanding of the different cultural components within international or global businesses and how they impact the buying journey and persona of clients. International due diligence components are focused upon for the sales leader, including market analysis, distribution channels, supply chain, acquisitions and joint ventures. Prerequisite(s): BUSN688	3

Capstone		3 Credits
CAPS794	Business Integration Capstone This course provides the summative and integrative experience that serves as the capstone of the MBA program. Conducted in the form of an interactive business simulation, the student applies their knowledge of business principles and practices as they analyze conditions, develop appropriate strategies and make implementation decisions. In addition, comprehensive case studies are used to apply the strategic management process to a variety of business settings. Finally, this course serves as the student’s final assessment of overall program learning. A grade of C or better is required on the final assessment in order to earn a passing grade in this course. A grade of B or better must be earned to pass this course successfully. Applicable Course Fees can be found at https://my.davenport.edu/financial-aid/how-much-does-du-cost/tuition-and-fees. Prerequisite(s): This class must be taken as the last class in the MBA program	3

Master of Business Administration - Sales Leadership Concentration (BA SLSC MBA)

Which class should I take? When should I take it?

Core Courses

Concentration Courses

Capstone