1982-1983





                                 SENATE DOCUMENT #15



                                   APC DOCUMENT #8



                      DEPARTMENT OF MANAGEMENT - COURSE CHANGES







           Catalogue changes:



           page 123



           General Management Track - The student with the advice of

                                      his/her academic advisor and with

                                      the approval of the department 

                                      chairman will select 24 hours of

                                      course work which will best serve

                                      the career interests and plans of

                                      the student.  Examples of such

                                      career interest areas are:

                                      (1) Marketing, (2) Art Management,

                                      (3) Computer Acience, (4) Inter-

                                      national Business.



           page 125 add courses as follows:



           MGMT 354:   Sales Management (3)

                       An overview of the sales management process,

                       including sales force planning, budgeting,

                       recruiting, selection, training, compensation,

                       supervision and control.  Prerequisites:

                       MGMT 350, 200, 140.



           MGMT 356:   Retailing Management (3)

                       Focus is on the place of retailing in the economy.

                       Topics include development in the present retail

                       structure, functions performed, principles governing

                       effective operations, modern store policies and

                       practices, and managerial problems.  Prerequisites:

                       MGMT 350.



           Rationale:  Sales Management

                       Since the early 1970's there has been a substantial

                       amount of research focusing on salespeople and much

                       of the research has been aimed at understanding why

                       salespeople behave as they do.  One of the purposes

                       of this course is to organize what has been learned

                       and to integrate that knowledge in a management

                       perspective.


                                                                Page 2





           Rationale:  Retailing Management

                       Twenty years ago 70% of industrial activity was

                       in manufacturing and 30% in the service area.

                       Presently the services area accounts for slightly

                       over 70% of the industrial activity.  The emergence

                       of retailing as a major growth area started in the

                       sixties, accelerated in the seventies and is booming

                       in the eighties.  These are large stores like      

                       J. C. Penney and small ones like the neighborhood  

                       drugstore, fancy stores, no frill stores, intimate

                       stores, discount stores, marts and catalog stores.

                       The course emphasizes investment considerations,

                       reviews The Sherman Act, The Clayton Act, The

                       Federal Trade Commission Act and their affect on

                       price discrimination, promotion, distribution and

                       competition.  The course examines the future trends

                       of retailing as microcomputers and electronic funds

                       transfer systems become commonplace in retail

                       organizations.



           NOTE:  354 and 356 have been offered as special topics courses

                  and have been adequately subscribed.



           page 134 add course as follows:



           MGMT 322:  Health Service Human Resource Administration (3)

                      The course covers the issues involved in the

                      administration of human resources and the health

                      services field.  Various management principles

                      and techniques will be discussed in terms of their

                      unique situations in health care.



           Rationale: The health care industry is one of the largest in

                      Western North Carolina, it is also the most human

                      resource oriented of all industries.  The management

                      of the human element in the delivery of health care

                      has such unique dimensions that a specific course

                      designed to improve the human relations skills of

                      health care managers seems clearly to be relevant

                      to the Health Care Management track.