College Of Technology          



INDUSTRIAL DISTRIBUTION
AND TECHNICAL SALES




 

Industrial Distribution Curriculum


Industrial Distribution(ID) Core Courses

ID140 - Introduction to Wholesale Distribution (3 hrs)
This course is an introduction to wholesale distribution. Students will explore the history and theory of wholesaling and its impact on today's economy. Through lectures, discussions, presentations by industry experts and field experiences, students will examine the various industries and supply channels and will develop an understanding of wholesale distribution.
ID240 - Profit Strategies in Distribution (3 hrs)
Students will be taught the fundamentals of profit strategies in Industrial Distribution which includes Activity Based Costing, Activity Based Management, calculating profit, trade discounts, cash discounts, mark-ups, and documented value added cost savings.
ID340 - Relationships in Wholesaling (3 hrs)
Analysis of major industries and professional trade associations, and their interaction within the maketing channel. Emphasis will be placed on the relationship between trade associations and industry, elements of the marketing channel (manufacturer, distributor, customer, and the employer and employee
ID345 - Industrial Direct Response
(3 hrs)
This course focues on strategies, processes, and techniques used to elicit industrial sales and develop markets by distributors. Students will examine the tools various "key" industry leaders use to penetrate the industrial market. Through case study and field experience, the students will be able to problem solve and provide cost-effective solutions to industry concerns.
ID346 - Industrial Climate (3 hrs)
Prepares students to be able to identify the various "key" elements that make up the large and small industrial market. Manufacturing, tiered supply base, HVAC, electical, electronic, abrasives and cutting tools, fluid power, fasteners, safety and security equipment, paper, sporting goods, clothing, etc. will be areas of concentration with emphasis on the role of distributors in these industries. This course synthesizes the body of information from the student's previous ID courses.
ID391 - Wholesale Account Development (3 hrs)
This course gives students an in depth study into the processes and techniques in acquiring and developing industrial accounts. The course will develop practical and effective skills in the advance industrial wholesale account development arena. Industrial Sales will be the focus, however all aspects of the B2B selling process will be discussed, practiced, and applied.
ID387 - Cooperative Education in Interdisciplinary Technology (3 hrs)
One semester of practical, on-the-job work experience and training at select off-campus facilites.
ID440 - Inventory Strategies in Distribution (3 hrs)
An examination of the wholesale inventory manage problem. The interrelationship between physical inventory, profitability and customer service will be explored.
ID444 - Quality Planning in Distribution (3 hrs)
Wholesale distributors are moving toward a total commitment to the philosophy of continuous improvement with zero errors as their ultimate goal. This course explres the quality assurance movement as it applies to wholesalers.
ID448 - Wholesale Policy and Distribution (3 hrs)
Wholesale policies used to support supply integration from the manufacturers to the end users will be examined. The balance of power between the manufacturers and distributors has changed significantly. This course will examine those chnages and the affect they are having in today's economy through an analysis of sound principles/polices that are utilized by industry leaders. Industry specific case studies will be used.
IS215- End-user Computing (3 hrs)
Computers are being used more extensively by managers and professionals. This revolution is know by the name "End-User Computing" or EUC. Students learn traditional information systems, and business problem-solving. In addition, a wide-range of applications including decision support systems, executive information systems, Non-clerical Office Automation, Data Communcations, and local area networks, are covered. These applications cover all the functional areas of businesses. Course work includes conceptual material as well as laboratory material.
IS350 - Enterprise Resource Planning
(3 hrs)
This course facilitates students to understand what an enterprise resource planning (ERP) system is and how the ERP system can be used for an organization. Students will learn how to configure ERP systems. Also, students will learn how to build and ERP system similiar to those found in industry.
PDD123 - Manufacturing Processes and Method I (3 hrs)
An introduction and survey of manufacturing processes and materials. Lectures, laboratory, and outside study assignments are an essential part of this course and are related to heat treating, properties of material, casting, forming and joining. This is a lecture and laboratory course.

 

Concentrations


Students may tailor their concentrations to what meets their personal and professional goals. Students have the choices to choose 3 concentrations from the following:

Manufacturing (9 hrs)

MFG111 - Materials
(3 hrs)

This course introduces students to the major categories of engineering materials. It focuses on selection, failure and degradation of metals, polymers, ceramics and composites.
MFG123 - Manufacturing Processes & Methods I (3 hrs)
An introduction and survey of manufacturing processes and materials. Lectures, laboratory, and outside study assignments are an essential part of this course and are related to heat treating, properties of material, casting, forming and joining. This is a lecture and laboratory course.
MFG124 - Manufacturing Processes & Methods II (3 hrs)
An introduction and survey of machines, tools, processes and materials of industry. Includes conventional and nonconventional machining, theory of metal removal, cutting tool geometry and materials, fixturing and measuring devices. This is a lecture and laboratory course.


Construction (11 hrs)

CNST125 - Introduction to Construction (2 hrs)
An overview of the construction industry, including the developing, planning, and scheduling of construction projects. Site development, material usage, specifications, estimating and managing cost control are included as topic areas.
CNST201 - Construction Systems (3 hrs)
Structutal systems, associated nonstructural components, and considerations appropriate to mechanical, electrical, plumbing and support equipment. This is a lecture and laboratory course.
CNST202 - Construction Materials (3 hrs)
The characteristics, specifications, and applications of basic construction materials such as stone, concrete, wood, glass, plastics, metals and bituminous products. This is a lecture and laboratory course.
CNST213 - Construction Safety (3 hrs)
Philosophical, social, economic, and technological bases for safety related to the development of a construction job-site safety plan. Emphasus us also placed on OSHA and MIOSHA construction industry standsards.


Logistics/Purchasing (12 hrs)

MKTG360 - Principles of Marketing (3 hrs)
Marketplace exchanges; the relationship between marketing activites of the organization and the consumer.
SCM385 - Logistics
(3 hrs)

Students will be introduced to the different components of logistics (transportation, warehousing, material handling, order-processing, inventory, packaging, customer service) and its applications to different industries including not-for-profit organizations. Operational issues, fundamental management techniques, and technological issues will be discussed.
SCM386 - Purchasing and Supply Management(3 hrs)
This course focuses on implementation of the entire purchasing process from evaluating purchasing need to effective supplier management. Topics will be presented in three major areas: tactical, strategic, and electronic. Particular emphsis is placed on supplier selection/evaluation, in/outsourcing decisions, supplier relationships, and ethical issues in purchasing and supply management.
SCM 464 - Advanced Logistics (3 hrs)
This course provides and in-depth understanding of the strategic and operational challenges involved in developing and implementing a firm's logistic strategy. Particular emphasis will be placed on logistics as a value-added process in the areas of warehousing, transportation, and global logistics decisions.


International Business (12 hrs)

MKTG360 - Principles of Marketing (3 hrs)
Marketplace exchanges; the relationship between marketing activites of the organization and the consumer.
MKTG375 - International Business Transactions
(3 hrs)
How goods and services are moved internationally. Transportation concepts and systems, the shipping scene, various documents needed to expedite the international movement of goods.
MKTG460 - International Marketing (3 hrs)
International marketing and its role in the multinational corporation. Appraising international opportunities; products, price, promotion, and distribution policies; foreign marketing environments.
IB210 - Fundamentals of Global Business
(3 hrs)
Focuses on the globalization phenomenon and its impact on business. Critical country factors such as economic, political, legal, social, and cultural factors as well as developmental issues of technology, environment and infrastructure and their relevance in global business will be dicussed. The course also looks at the integrated and interdependent nature of business relations among nations and people. It examines components of global business such as global trade and foreign direct investment.

 

Industry Intro (11 hrs)

CNST125 - Introduction to Construction
(2 hrs)
An overview of the construction industry, including the developing, planning, and scheduling of construction projects. Site development, material usage, specifications, estimating and managing cost control are included as topic areas.
CADM122 - Engineering Graphics I (3 hrs)
A mechanical drawing course emphasizing orthographic projection, pictorial representation, dimensioning, sectional and auxiliary views, computer-aided drafting, mechanical fasteners and working drawings. Lecture and laboratory course. Prereq: CAD 101 or one year of high school drafting
ELEC200 - Circuit Analysis I (3 hrs)
A first course in the fundamentals of circuit analysis and design. Kirchoff's and Ohm's Laws. Thevenin and Norton network theorems, with primary emphasis on DC circuits. Electronic instruments, laboratory data collection and report writing are also emphasized. Simulation software is used for computer assisted learning. Prereq: Math105/107
ET100 - Introduction to Engineering Technology (3 hrs)
Introduction to the Engineering Technology profession by demonstrating and applying problem solving concepts from science and technology courses. Development of open-ended technological design projects which emphasize the communciation skills. Supporting these activities is a structured syllabus that employs mathmatical and physical reasoning tiwards the solution of fundamental engineering problems.

 

Technology Management (9 hrs)

STS201 - Mircocomputer Applications in Technology (3 hrs)
An introduction to mircocomputers and their applications in technology. The course contains an introduction to word processing, spreadsheets, database management, and their applications.
STS224 - Solving Quantitive Problems in Technology (3 hrs)
Application of computer-based tools and procedures to the solution of mathmatical problems encountered in technology.
TM311 - Information Technology Management and Organizations
(3 hrs)
This course will introduce the student to the varying aspects of information technology management in organizations. Emphasis will be placed on the technical and organizarional foundations of information systems along with contemporary approaches to building and managing information systems and their respective support systems.

 

Sales (12 hrs)

MKTG261 - Contemporary selling (3 hrs)
Introduction of the basic principles of personal selling, as used in profit and nonprofit organizations. included are small case analyses, evaluation of sale presentations, and skill development using video recorded role-plays.
MKTG360 - Principles of Marketing (3 hrs)
Marketplace exchanges; the relationship between marketing activites of the organization and the consumer.
MKTG374 - Business to Business Marketing (3 hrs)
Concepts, procedures, and problems encountered when one business or organization markets its products or services to another. Emphasizes the marketing practices employed by industrial organizations. Topics include: customer relationship management, market analysis, organizational buying behavior, purchasing procedures, pricing and negotiation, selling and marketing planning.
MKTG461 - Sales Management (3 hrs)
Planning, organizing, directing and controlling evaluating, compensating and supervising.

 

Electronics (9 hrs)

ELEC200 - Circuit Analysis I
(3 hrs)
A first course in the fundamentals of circuit analysis and design. Kirchoff's and Ohm's Laws. Thevenin and Norton network theorems, with primary emphasis on DC circuits. Electronic instruments, laboratory data collection and report writing are also emphasized. Simulation software is used for computer assisted learning. Prereq: Math105/107
ELEC210 - Circuit Analysis II
(3 hrs)
Second course in fundamentals of circuit analysis and design. Emphasis will be on steady state analysis and power in AC circuits. Laboratory data collection and report writing. Simulation software is used.
ELEC214 - Digital Curcuit Analysis I
(3 hrs)
The study of combinational and sequential circuits, logic families and design procedures. Simulation software is used for computer-assisted learning. Lab exercises with typical circuits data collection and report writing.

 

Pharmaceutical (Must also have concentration in Sales) (24 hrs)

CHEM121 - General Chemistry 1 (3 hrs)
The first semester of a two-semester sequence covering the principles of chemistry for science majors and others with an interest and background in science. Lecture: 3 hrs per week. Prereq: High school chemistry or CHEM117
CHEM122 - General Chemistry 1 Laboratory
(1 hrs)
The laboratory class to accompany CHEM121. Students learn basic techniques employed ub a chemistry laboratory, including use of analytical balances, quantitive glassware, spectrophotometry and computers for data acquisition and analysis. Laboratory: 3 hrs per week Coreq: CHEM121
CHEM270 - Survery of Organic Chemistry (4 hrs)
A comprehensive one-semester survey course in organic chemistry. Includes aliphatic and aromatic compounds plus functional group chemistry. Lecture: 4 hrs per week Prereq: CHEM121/122
CHEM351 - Foundations of Biochemistry
(4 hrs)
Deals with biological structures and the interactions that confer activity upon biological molecules. Metabolism and synthesis of biological moleclues, and the controls that integrate the various process at the molecular and cellular level are presented. Bioenergetics, including equilibria, catalysis, and the production/utilization of biological forms of energy, are discussed. Prereq: CHEM270

 

Information Systems (12 hrs)

IS215 - End-User Computing (3 hrs)
Computers are being used more extensively by managers and professionals. This revolution is know by the name "End-User Computing" or EUC. Students learn traditional information systems, and business problem-solving. In addition, a wide-range of applications including decision support systems, executive information systems, Non-clerical Office Automoation, Data Communications, and local area networks are covered. These applications cover all the functional areas of businesses. Course work includes conceptual material as well as laboratory material.
IS320 - Business Data Communications and Computer Networks
(3 hrs)
This course discusses the technologies and applications if telecommunications and networking. Topics include telecommuncations regulation and standards, network operating systems, routers, infrastructure planning and operation of organizational telecommunications networks as well as management and control of internet servers and mobile systems. Prereq: IS320
IS350 - Enterprise Resource Planning
(3 hrs)
This course facilitates students to understand what an enterprise resource planning (ERP) sytem ia and how the ERP system can be used for an organization. Students will learn how to configure ERP systems. Also, students will learn how to build an ERP system similar to those found in industry. Prereq: IS215
IS380 - Introduction to Databases (3 hrs)
This course covers basic concepts of database design and implementation, primarily focusing on desktop dtatbase applications. This is a hands-on, practicial course concentrating on use of desktop DBMS software. Topics covered include: overview of data models, introduction to SQL and QBE, practical applications of database technology. Prereq: IS215

 

Communcation Technology (12 hrs)

CMT121 - Graphic Communication (3 hrs)
Preparation and design of graphic media. The theory and application of effective communications. Information collection, analysis and dissemination; survey of the graphic communication industry. Lecture: 2 hrs per week Laboratory: 2 hrs per week
CMT205 - Digital Photo-Technology (3 hrs)
A course designed to develop an understanding of pixel-based images and color theory as applied in graphic communication. Students will learn all aspects of pixel based imaging software through hands-on demonstration and laboratory work.
CMT421 - Web Publishing Technology (3 hrs)
An introduction to HTML coding, web page design, web page editors, graphics, sound files an multimedia. Also included will be an introduction to online services, servers and ongoing maintenance of the website. Prereq: CMT121/205
CMT436 - Electronic Publishing Technology (3 hrs)
The application of electronic design and layout principles to publication and presentation documents. Develop skills in graphics, type, file creation and manipulation, word processing interface, and output of paginated, camera-ready copy through several software packages.

 

Aviation Flight Technology (9 hrs)

AVT110 - Aircraft Maintenance I
(3 hrs)
The functions and roles of maintenance procedures in an aviation maintenace organization structure.
AVT220 - Flight Operations II
(3 hrs)
In-depth study of the functions and organization of operations and the relationship with other departments withi an aviation organization.
AVT315 - Airport Management
(3 hrs)
The major elements in the process of planning and managing airports are presented including federal airport policy, the airport master-planning process, capacity analysis, site selection and funding. The historical development of and current practicies in airport administration, operations management, maintenance and safety will be presented.

 

Marketing (12 hrs)

MKTG360 - Principles of Marketing (3 hrs)
Marketplace exchanges; the relationship between marketing activites of the organization and the consumer.
MKTG374 - Business to Business Marketing (3 hrs)
Concepts, procedures, and problems encounterd when one business or organization markets its products or services to another. Emphasizes the marketing practices employed by industrial organizations. Topics include: customer relationship management, market analysis, organizational buying behavior, purchasing procedures, pricing and negotiation, selling and marketing planning. Prereq: MKTG360
MKTG375 - International Business Transactions
(3 hrs)
How goods and services are moved internationally. Transportation concepts and systems, the shipping scene, various documents needed to expedite the international movement of goods. Prereq: MKTG360
MKTG473 - Marketing anf Product Innovation
(3 hrs)
Marketing and product successes and failures, environmental influences, market/product plans, and the new product planning process. development of a project, starting with a product-idea and continuing through offering a new product/service. Prereq: MKTG360

Individualized Interest

Students have the option of using an individualized topic of interest for an concentration with the approval of the program coordinator.
 

ID Program Coordinator: Dr. Robert Teehan: rteehan@emich.edu

 
 
 

EMU's Industrial Distribution Program will be participating in the 2009 ISA Conference and Trade Fair

Making a Difference… in San Antonio
Monday, April 20 – Wednesday, April 22, 2009
Henry B. Gonzalez Convention Center and Marriott Rivercenter Hotel
San Antonio, TX

Visit ISA - Industrial Supply Association

 




 



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