By participating in The Southwestern summer sales and management program, you have the opportunity to earn college credit. The credits are issued by Trevecca University, located in Nashville, Tennessee. The university is accredited by the Commission on Colleges of the Southern Association of Colleges and Schools to award Bachelor's and Master's Degrees.

The purpose and scope of the classes offered allow you to receive university credits for attending sales school, running your own business on the field, meeting and talking with thousands of families on the bookfield, managing your monies and accounts, and finalizing your accounting at the end of your selling season.

There are three courses offered in this program - designed to take advantage of the experiences you have as a first year or experienced bookseller. (See course syllabus for details on each course.)

1. If you are a first year student, you can take the first course offered -- Sales Fundamentals - MKT or COM 3150
- 3 Semester Hours
Introduces the basic principles of sales success, sales theory, sales techniques, and sales role playing. The history of selling is emphasized along with the sales person's role in today's society. The sales course applies communication theory and principles to the sales situation. During your first summer in the Sales Program as a participant in the Sales School and as an actual dealer, you will be exposed to the basic essentials of sales success, sales theory, and sales techniques. The history and philosophy of The Southwestern Company as an example of a successful sales organization will be presented. The training you receive in the Sales School, along with the continuing training you will receive from your instructors and the practical experience of selling on a day-to-day basis, will provide you with a quality educational opportunity in basic personal selling.


2. The second year student can take the second course -- Sales Management - MKT or COM 3200
- 3 Semester Hours
Organization of the sales department, sales planning and sales forecasting, sales areas, performance standards, and analysis and control of distribution costs. In addition to an understanding of sales fundamentals, this course concentrates on the overall management of the sales process. Major concerns are organization and planning of the sales process, motivation and goal setting, and analysis and cost control. This course attempts to build on the student's experience in personal selling by adding management understanding and skill.


3. A person with three or more summers of work can take Seminar: Sales Training - MKT or COM 3210
- 3 Semester Hours
A study is made of the most effective ways of training salespersons. The student is taught the responsibilities of a sales trainer and fulfills this role through interaction with sales training programs. This advanced course in sales training is intended for students with a relatively strong background in sales training and management. The focus of the course is an inquiry into the most effective ways of training and supervising salespersons and increasing their performance. The general perspective of the course is best suited for organization or district managers

A second and third year person can go back and take the earlier courses, if they so desire. Each course is three semester hours and may be applied to various departments within each university. (Check your own school for the applicable departments.)

Course hours are conferred in the fall following the selling season. They are not summer school hours. As with any course offered by other than your own college or university, it is always wise to check with your own university to make sure the credits are transferable. Acceptance of the credit hours for each course is strictly at the discretion of your university. It is your responsibility to seek acceptance of the transfer credits.

Over the course of the years that we have offered college credit, many students have commented that they are glad they decided to apply for and accept the credits. Many use it as elective hours, some for hours in their designated majors. The reasons are as varied as the students.

The following information will give you a more in depth description of the courses, and the process necessary to apply for college credit. Forward any questions regarding college credit to:

Lisa Scaling, Southwestern Company,
615.391.2708

or to Dr. Jim Hiatt, Trevecca University,

College Credit Instructions

Course Evaluation

Special Notes About the College Credit Program

Southwestern Company Production Point Schedule

Names and Descriptions: Topics Taught in Sales School

Self Evaluation Form