FIN9510 Residential Real Estate: Acquisition, Disposition, Finance, and Leasing
1.5 Intensive Elective CreditsThe purpose of this course is to provide students with the knowledge to efficiently and effectively navigate the residential real estate marketplace in the United States. The course is designed to introduce students to the residential real estate housing market and appeal to real estate entrepreneurs and both domestic and international investors. We will explore the major issues and considerations that impact the valuation, financing, acquisition, disposition, and leasing of residential real estate. Course topics will include: market valuation and appraisal, real estate finance, including residential mortgage types, borrower financing decisions, and primary and secondary mortgage markets, applicable laws and regulations, property inspections, environmental issues, title insurance, brokering and closing the transaction, landlord and tenant issues, tax considerations, and default ownership issues. Throughout the course, we will emphasize practical application of the course topics and examine current examples from the industry and marketplace.

Prerequisites: None

ACC6110 Resource Planning and Control

(Formerly Managerial Accounting)

MSEL Course

1.5 CreditsThis course empowers students with the quantitative skills and logical analysis required to evaluate the financial feasibility of strategic opportunities such as entering new markets, pursuing new customers, or introducing new products or processes. Managerial Accounting methods are also used to construct profitable business models for new or existing ventures. Asking the simple questions "What is the business model?" and "How will this strategy create a return for the owners?" the course emphasizes that financial analysis should be performed ex ante to screen ideas so entrepreneurs and organizations can get maximum value from their resources. While cases in this course are primarily focused on profit-seeking entities, managerial accounting skills may be successfully applied to any venture with an imperative to accomplish challenging strategic goals while using resources efficiently.

MKT3540 Retailing Management
4 CreditsRetailers lie at the end of the supply chain. They interface with the ultimate consumer as well as with suppliers. Retailers make investments in real estate and solicit funds from the investment community. Importantly, most of the major retailers in the United States are involved in multichannel strategies that involve selling over the Internet. As a result, this course should appeal to students with varied interests: retailing management, suppliers to retailers (or any business selling inventory), entrepreneurs, retail services, real estate, IT e-commerce, and finance. The objective of the course is to familiarize students with all of the major decisions retailers make, e.g., developing strategies, buying, financing, locating stores. The course is designed around experiential learning exercises-We get out and do it!

Prerequisites: SME2011 or MKT2000

MKT7540 Retailing Strategy
(Formerly Retailing Management)Retailing Management Retailers lie at the end of the supply chain. They interface with the ultimate consumer as well as with suppliers. Retailers make investments in real estate and solicit funds from the investment community. Importantly, most of the major retailers in the United States are involved in multichannel strategies that involve communicating with their customers over the Internet and through social media. As a result, this course should appeal to students with varied interests: retailing management, suppliers to retailers (or any business selling inventory), entrepreneurs, retail services, real estate, IT e-commerce, and finance. The objective of the course is to familiarize students with all of the major decisions retailers make, e.g., developing strategies, buying, financing, locating stores. The course is designed around experiential learning exercises and cases.

Prerequisites: MKT7200 or MKT7800 or equivalent core

FIN4507 Risk Management
4 Advanced Management Credits

Risk management has risen to a new pre-eminence with firms being exposed to an ever increasing range of risks. The reasons for this rise, and the techniques and instruments used by risk managers, are the subjects of this course. The course will first cover the concept of Enterprise Risk Management (ERM) and then analyze the key financial tools used in risk management, such as futures and options. Students will then use their knowledge to manage risk optimally and alter the risk/return characteristics of corporations. The course will apply these tools to risk management cases to cover a whole set of different sectors (airlines, automobiles, IT, etc.). The course will also go into some of the most pressing risks of our time, namely: climate change; diversity, equity and inclusion (DE&I); and cybersecurity, as well as risks related to Mergers & Acquisitions (M&A) and executive compensation.

Prerequisites: SME2021

FIN7504 Risk Management

(Formerly Managing Financial and Corporate Risk)
3 Elective Credits

Risk management has risen to a new pre-eminence with firms being exposed to an ever-increasing range of risks. The reasons for this rise, and the techniques and instruments used by risk managers, are the subjects of this course. The course will first cover the concept of Enterprise Risk Management (ERM) and then analyze the key financial tools used in risk management, such as futures and options. Students will then use their knowledge to manage risk optimally and alter the risk/return characteristics of corporations. The course will apply these tools to risk management cases to cover a whole set of different sectors (airlines, automobiles, IT, etc.). The course will also go into some of the most pressing risks of our time, namely: climate change; diversity, equity and inclusion (DE&I); and cybersecurity, as well as risks related to Mergers & Acquisitions (M&A) and executive compensation.

Prerequisites: FIN7200 or FIN7800

HUM4612 Rome: Origins of Democracy, Imperialism and Human Rights

4 Advanced Liberal Arts Credits

At a moment when democracy is contested around the globe, why not return to the source?

This course invites students to revisit the origins of democracy through interdisciplinary study-philosophy, political theory, history, literature-in Rome, one of the places where it all started (at least for the western world). Significantly, this city/state was also one of the first empires, meaning that the Romans explored, conquered or colonized, and ruled and exploited other geographic territories. This course studies the original principles, processes, and representations of democracy from 1st century Rome, while also considering its role as an empire and linking both to human rights in their modern form.

If democracy aspires to equality and freedom, imperialism is its foil, a centuries-long program of conquest, racial and cultural superiority, and ongoing economic exploitation. Some might argue that the tension between them is precisely responsible for current global social, political, and economic challenges. Paradoxically-or not?-the two are deeply intertwined, and both inform the language and practice of contemporary human rights (for the better and for the worse, alas). Examining their earliest aspirations and most significant historical failures where they actually happened will help us to address the current problem of migration and asylum seeking in Europe as a limit to the "human" envisioned by human rights.

Consider this: We'll climb the Palatine Hill, site of the founding of Rome, while reading Virgil's account of that event in The Aeneid; study Shakespeare's Julius Caesar while visiting the Curia of Pompey, site of the Roman Senate (and, so they say, of Caesar's death); and experience the Vatican and St. Peter's Basilica while learning about how the Catholic Church fueled the Roman Empire-and vice versa. We will visit ancient ruins and markers of cultures meditating on what they meant to those who made them, and to us, now, and we will relax along the banks of the Tiber listening to music in the evenings.

All along, we will address the profound questions of power, ideology, law, freedom, obligation, hospitality, cultural contact, and human rights that arise with our journeying. Perhaps most significantly, we will visit sites devoted to the lives and futures of migrants and refugees in Rome, one of Europe's key points of entry, as well as meeting members of non-governmental organizations working on human rights issues stemming from migration and other crises.

While experiencing the city and understanding its shifting identity as historical/tourist site and migration center, we will negotiate its spaces as ones where we can most powerfully witness and test ideas of democracy and rights for ourselves.

Prerequisites: Any combination of 2 ILA (HSS, LTA, CSP, LVA, CVA)

MKT4520 Sales in Action
4 Advanced Management CreditsA key challenge for any sales professional is the ability to communicate value to current and potential customers. While the sales knowledge gained in the traditional sales classroom is fundamental for learning about what needs to be communicated, the traditional classroom stops short of helping students to achieve the "ability" to communicate value. Through this course, students will engage in the practice of selling, receive exposure to how hard salespeople work, and become excited about professional selling as a career (or, alternatively, decide that professional selling is not the best career choice). Thus, this experiential course, Sales in Action, will allow students to observe and participate in sales processes.

Prerequisites: none

MKT7571 Sales in Action
(Formerly Building and Leading Effective Sales Force)

3 CreditsThis course focuses on the management of sales force (i.e., salespeople, business development executives, and customer relationship staff). The course explores the resources (e.g., people, information, and technology) used by firms to initiate and develop long term customer relationships. Given the vital role of sales in several organizations, the course will expose students to the strategic and tactical means with which firms create, control, nurture, and motivate the sales force.

This course complements MBA 9502 (Customer Acquisition and Persuasion). Whereas MBA 9502 focuses on the development of skills needed to excel in selling, this course addresses the leadership roles of Sales Managers, Sales Directors, Chief Revenue Officers, and Sales VPs.
Topics covered typically include sales force structure/sizing, territory design, recruitment/selection, coaching and training, motivation (leadership, compensation, sales contests, and quota management), and performance management.

Prerequisites: MKT7200 or MKT7800

MKT 9505: Sales and Marketing Dynamics within Franchise Systems

1.5 credits

This course will cover and explore the unique dynamics of sales and marketing in franchise systems. This intensive elective course complements EPS7534- Franchising, licensing & distributorship. We will review the fundamentals of franchise business models to set the context for the course and then focus on specific aspects of franchising that presents unique challenges for sales and marketing executives. We will address the implications these challenges have on marketing strategy, brand building, brand extension, sales process, sales pipeline, and revenue management. Topics covered include fundamentals of franchise business models and systems, marketing strategy and implementation in franchise systems, brand building and brand leadership in franchise systems, sales process and pipeline management for recruiting franchisees, aligning B2C and B2B franchise sales to support revenue growth, understanding franchise unit level sales analytics, managing brand conflicts and opportunities in multi-brand franchise operators, managing brands in international franchise systems, marketing channel conflicts, challenges, and opportunities when franchising is combined with other go-to-market channel options, new product development (NPD) and product portfolio management (PPM) for growth-phase franchise systems.

Prerequisites: MKT 7800