BUS W60 Professional Selling. This course is an introduction of theory and practical application of professional selling techniques with a focus on customer needs, behavior, and relationship building. Students learn the theory, practice, and procedures of successful selling while examining the personal attributes necessary for a successful sales career. Student presentation skills are enhanced through developing and role-playing sales presentations. Evaluation is based on several presentations and class participation. Prerequisite: BUS160. S. Van Oostenbrugge. 2:00 to 5:00.
BUS W80 International Financial Management. Dealing with flows of money internationally is more and more commonplace for even small companies these days. This course will focus on managing business decisions related to transactions, investment, capital budgeting, long-range financing, and risk in the international arena. The course begins by looking at the international financial environment and then covers topics in exchange rate behavior and risk management, and both long-term and short-term asset and liability management. Students will work in teams to complete projects related to instructor presentations and present their team’s work to the class. A textbook will be required for the course. Students will be assessed on the basis of a final, open book exam. This course will fuflill an elective in the Business major. Prerequisites: Econ 151 or 221, and Bus 203, or permission of the instructor. Y. Starreveld. 8:30 a.m. to noon.
IDIS W60 Business and Engineering in China. A. Si, L. VanDrunen.