OU -MBA Strategic Sales Concentration

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Transcript

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Thank you for joining us for Ohio
University’s online webinar we will be

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discussing the online masters business
administration program with a specific

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focus on the sales concentration the
purpose of this webinar is to share the

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insight into the MBA program and the
sales concentration regarding curriculum

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job opportunities and the like if you’ve
previously watched another concentration

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video please use the feature on the side
of your screen to skip ahead to our

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sales concentration faculty member and
the specifics about the sales

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concentration so let’s get started
along with hearing directly from Dr.

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Adam Rapp a professor that teaches the
sales concentration curriculum this

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webinar will also be discussing Ohio
University’s background as well as the

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College of Business we’ll talk about the
MBA program the curriculum also will be

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focusing on the descriptions and the
learning outcomes of the sales

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concentration and determine if this is a
good fit for your needs at the end of

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the presentation I’ll also be covering
online admissions criteria or further

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understanding of the MBA expectation we
have with us today Dr. Adam Rapp who is

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the executive director of the Ralph and
Lucy shade sales center he is one of our

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illustrious professor that teaches in
the sales concentration curriculum he

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has publications and presentations that
are very numerous

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he has written three books over 50
peer-review articles journals of

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marketing journals of marketing research
management science Journal of applied

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psychology and over a hundred
conferences presentations and over a

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hundred keynote talks and company
engagements so Dr. Rapp if you will come

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in and tell us about your research
interests and sure sure thank you

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my research interests focused primarily
around front-line service personnel and

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sales personnel specifically I look at
factors that influence salesperson

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performance sales management behavior
and topics of the sort I also do

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research on this new millennial
generation and how we manage and work

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together across different generations
particularly in the sales function my

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education is an undergraduate degree
from Penn State an MBA from Villanova

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University and my PhD from the
University of Connecticut now I want to

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briefly cover some information about the
institution Ohio University is a

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prestigious institution with a long
history of success as the night oldest

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public university in the United States
Ohio University was established in 1804

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and has a wide array of alumni spanning
more than 200,000 strong the university

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is fully accredited and recognized for
quality by the higher learning

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Commission’s North Central Association
of colleges and schools and the College

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of Business itself
housing the online MBA program is

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accredited by the Association to Advance
Collegiate Schools of Business

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better known as the AACSB this
designation is held only by the top 5%

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of business schools worldwide let’s talk
more of the college of business

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specifically the College of Business
with an Ohio University houses a strong

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caliber of quality of faculty with more
than 80% holding terminal degrees in

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their field this means that a large
quantity of your faculty hold either a

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doctorate or doctoral business or a
juris doctorate degree all of your

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faculty members however are active
industry practitioners and bring a new

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light to the MBA program through active
real-world current knowledge of the

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industry the College of Business is
consistently ranked

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among the top business schools for
quality and value as it is a Tier one

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institution as noted in the US News and
World Report’s among the various

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accomplishments and titles the MBA
program is also recognized by Forbes for

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best value MBA meaning that the quality
of the education received in this

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program outweighs the expected total
cost and several other publications in

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Ohio University’s MBA program and
College of Business specifically to be

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within the best online program and best
public and private business universities

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the online MBA is a comprehensive and
rigorous program with an emphasis on

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strategic leadership and professional
development the program incorporates

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hands-on leadership and training
opportunities in addition to the real

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world approach to the curriculum so it
is structured to resemble the

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development and deployment of a
strategic business plan both online and

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through our on-site leadership
development program the online platform

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is meant for the working professional so
it is flexible for the user also

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providing opportunities connect with
professors and peers throughout the

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program while maintaining a full time
working schedule along with the

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importance of the online platform
blackboard the program offers an

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integrative support system for all
students to assistance with a heavy

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demand of a full-time schedule and
part-time educational schedule Ohio

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University’s MBA program online it has
in a concept of student-centered

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learning and such the opportunity offers
you connection with enrollment advisors

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student advisors faculty and your fellow
students as a support system to ensure

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student success in the end the online
program offers students the opportunity

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to graduate with their MBA from a highly
affordable top-ranked business school in

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two years once again the curriculum was
designed with full-time working

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professionals in mind completed on a
part-time schedule the online mba

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program can be completed in as few as
two years or six total semesters each

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semester comprises two terms of seven
weeks each therefore while you register

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for two courses per semester you’re only
completing one course at a time with a

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total of 35 credits to complete the MBA
program includes nine core courses for a

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total of 26 credits and three
concentration courses for an additional

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nine credits while your core courses
will cover a variety of business related

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topics
your concentration courses will be

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specific to your selection of finance
business analytics healthcare or

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executive management once in the program
students are required to select the

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concentration of interest while I let
Dr. Rapp discuss the sales concentration

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specifically it is important to note
that the program offers alternate

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concentration options in healthcare
sales executive management or business

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analytics if you’re still trying to
determine the better option for your

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need after this webinar I encourage you
to review all similar concentration

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webinars listed on the side of your
screen for a better understanding of

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each the sales concentration curriculum
is the one that we’re here to talk about

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today and we’ll bring Dr. Rapp back in
to help us to learn more about the

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courses Dr. Rapp

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the sales courses
there’s three in total that we’ll be

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looking at today first of all the first
course in the sequence is the building

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and developing customer relationships
when we talk about this course this is

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the fundamental sales course and the
real interaction you have with a

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customer in this class we cover the
sales process the different steps in the

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sales process and
methodologies that a salesperson might

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engage in what we’re focusing on is
needs identification preparation

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qualifying prospects presenting value
overcoming objections and then

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partnering and working with and
servicing a customer in the future the

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second course is strategic sales
leadership what we’re talking about here

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is really beyond just sales management
but rather leadership and coaching and

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building a sales strategy in this course
we’ll be talking about things of

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recruiting the new generation hiring
training and onboarding how to build an

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effective compensation program and then
setting sales objectives and goals we’ll

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also be talking about things such as
territory management and time management

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and different decision-making processes
the third course sales the analytics

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really takes us into the current state
of sales and the future of sales here

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we’re talking about how we leverage data
and analytics to be more successful as a

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salesperson and sales leader will be
covering topics such as customer account

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key account management customer
relationship management customer

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lifetime value and really all of the
different facets of the future of

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selling that’s great information for
anyone that wants to enhance their skill

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set for their tools that they can use so
Dr. Rapp wholesales concentration for

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well realistically it’s for everyone
because everyone has to sell but if we

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try to break it down into different
groups I would say there’s four target

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groups that could really use this sales
concentration for their for their future

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business skills
the first group would be aspiring

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salespeople or current salespeople we
know if we look at the undergraduate

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degree we know that over half of
undergraduates end up in a sales job and

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those numbers are the same for graduate
students so anybody who’s taking this

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degree there’s a great likelihood you
may land in a sales position the second

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group would be aspiring managers or
current sales managers so if you’re top

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performing your organization you might
be moving into management there’d be

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skills you could use or if your current
manager and you want to sharpen the saw

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and update your skill set this
concentration would be incredibly useful

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the third group would be anybody in a
frontline

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all my front line I mean anybody
interacting with customers engaging

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customers perhaps a support role as well
and the fourth and final group would be

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those responsible for revenue generation
anybody who’s working with customers

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accounts or other organizations to help
cross-sell and up-sell those accounts to

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increase revenue for the firm well I’m
really excited now because we’ve got

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some students that have some frequently
asked questions about the MBA sales

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concentration do you mind answering a
few questions for us sure I’d be more

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than happy to

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okay our first question is
just didn’t need a strong background in

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sales to pursue this concentration?

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no absolutely not what a lot of people

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don’t realize is that as consumers we
already have some of the fundamental

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skills that are required to build on
this concentration so for example as

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consumers we understand how to
communicate and how to negotiate the

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importance of questioning and also the
importance of value so what this

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concentration is going to do is really
kind of leverage some of those skills in

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that knowledge base to put people in a
more competitive advantage when they

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move into the marketplace

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that is excellent that’s great so what are the

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benefits of choosing an MBA with a
concentration in sales over a marketing

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degree?

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well there are actually very
different degrees the marketing degree

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while it is specific on marketing you
don’t get as exposed to as much of the

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business strategy and management and you
may have a sales course but it would be

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a single freestanding course the MBA
with the concentration in sales actually

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tackles both of these things
the MBA side of it would cover the

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business management side the strategy
the finance the accounting etc whereas

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the concentration and sales as we spoke
about earlier is a much deeper dive and

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provides a greater level of specificity
on professional selling sales management

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and this data and analytics well you’ve
made that very clear for is it

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thank you so much for that now my very last question any advice for future

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MBA sales students?

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sure I say tell everyone as pioneers in

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bringing sales education in the graduate
space Ohio University’s able use seven

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faculty and staff to leverage to really
present this sales education which no

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other school in the country is offering
right now so anybody who takes this

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concentration is going to be on a very
short list of individuals who have

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finished a graduate degree with the
sales concentration and in today’s

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economy that matters because everybody
has to sell well I thank you so very

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much Dr. Rapp for spending the time with
us and sharing your expertise and

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knowledge about the sales concentration
and we all become wiser and we’re

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excited to get started in enrolling
students for this program great now that

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you’ve had the opportunity to learn more
about the program and hopefully

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determine whether or not it is a good
fit for your needs let’s learn a little

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more about the application and the
students expectations in order to be

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considered for admission to the online
MBA program it is recommended that all

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applicants have conferred an accredited
bachelor’s degree or higher with at

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least a 3.0 cumulative GPA and since the
program is meant for those in the

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industry we also require minimum of two
to five years of professional

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progressive work experience please note
the program does not require a GMAT or

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GRE score and the program will not
accept transfer credits if you’re

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uncertain if you meet these requirements
you are encouraged to contact your

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enrollment advisor for assistance once
ready to apply to complete an owner an

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application you will need to provide us
with your official transcripts from all

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previously attended institutions and
updated resume or CV three letters of

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recommendation with at least one from a
current supervisor is possible and a

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personal goal statement explaining your
career objectives

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and interest in the program the online
application fee is non-refundable and is

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$50 an important topic when selecting
your graduate degree option is always

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tuition the online MBA program is
financial aid eligible and the tuition

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cost per credit hour is one thousand and
four dollars for Ohio residents and a

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thousand twenty three dollars or non
Ohio residents with an overall estimated

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total tuition of thirty five thousand
one hundred and forty dollars or Ohio

0:16:10.390,0:16:15.640
residents and thirty five thousand eight
hundred and five dollars for none of

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hire residents everyone I guess would
love to thank you for watching our sales

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concentration webinar and taking the
time out to learn more about your

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graduate options you are encouraged to
use all of the resources available to

0:16:35.890,0:16:40.740
you on your screen to speak with an
enrollment advisor watch other

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concentration and webinar videos and
begin the admissions process we are now

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accepting applications for the next term
of enrollment and thank you so much

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again and on behalf of all enrollment
advisors for Ohio University’s online

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MBA program we look forward to assisting
you with your interests