Course 1: BUSN 632 – Small Business Skills

This course provides students with the business practices and skills needed to grow an existing small business. Students will learn the roles of the entrepreneur, goal setting, communication best practices, negotiation skills and business processes to increase profits and manage a growing business. Topics include developing a vision statement, establishing a healthy business and personal lifestyle, time management, effective delegation techniques and redesigning business processes.

Expected course time: 45 hours over 4 weeks (individual hours or weeks may change based on course schedule).

Objectives:

• Describe business and personal skills necessary for an entrepreneur or manager to run and grow a small business.

• Identify and describe methods to develop a healthy business and personal lifestyle.

• Identify and describe various goal setting strategies.

• Identify and describe best practices for time management for a business.

• Demonstrate a business negotiation and practice communication to secure a mutually beneficial agreement.

• Identify and recognize strategies to improve business processes in a small business.

• Explain and develop a personal vision statement.

Course 2: BUSN 633 – Small Business Sales

This course provides students with trust-based sales strategies needed to grow an existing small business. Students will learn about building trust with customers, sales ethics, understanding buyers and developing a sales team that are fundamental to increase profits. Topics include customer relationship management, sales prospecting, developing presentations and creating mutual opportunities. Students will learn sales fundamentals and select strategies to promote small business growth.

Expected course time: 45 hours over 4 weeks (individual hours or weeks may change based on course schedule).

Objectives:

• Describe how to build trust with a customer and explain how ethics are used in creating relationships.

• Describe and identify the types of buyers, styles and teams that operate in the buying process.

• Identify and describe best practices for planning sales dialogue and presentations.

• Describe various communication skills used in sales for small business, including addressing concerns and earning commitment.

• Describe and identify customer relationship management tools.

• Identify and analyze organizational sales teams and describe effective sales management techniques.

• Construct and describe a sales strategy to grow a small business.

Course 3: BUSN 634 – Small Business Marketing

This course provides students with the marketing principles, practices, and strategies needed to grow an existing small business. Students will learn about market research, product, distribution, promotion and pricing tactics used to increase profits. Topics include advertising, public relations, social media and product development. Students will learn how to understand marketing fundamentals and select strategies for small business growth.

Expected course time: 45 hours over 4 weeks (individual hours or weeks may change based on course schedule).

Objectives:

• Describe how strategic planning can create a competitive advantage for a small business.

• Identify and describe best practices for conducting marketing research.

• Identify and describe product, place (distribution), pricing and promotion strategies for small business.

• Construct and describe a marketing strategy for a small business.