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Course Criteria
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4.00 Credits
Focus on professional selling within the context of relationship marketing. Emphasis on precision selling process. Team presentations. 4 lecture/problemsolving. Prerequisite: IBM 301.
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4.00 Credits
Examination and evaluation of changing concepts of retailing from a management viewpoint. Philosophy of modern management and measures of retail productivity. Individual student field projects. 4 lectures/problemsolving. Prerequisite: IBM 301.
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4.00 Credits
Analysis of the field sales manager as a professional marketing tactician in a marketingoriented firm. Emphasis on both theoretical and applied approaches to effectively managing a field sales force. 4 lecture discussions. Prerequisite: IBM 301.
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4.00 Credits
Concepts, practices, and development of strategies involved in marketing of services. External environmental and internal control factors as applied to professional, financial, educational, entertainment, health care, governmental, religious, research, media, and other organizations, institutions, and/or agencies. 4 lecture discussions. Prerequisite: IBM 301.
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4.00 Credits
Role of interactive marketing in marketing strategy to gain a competitive advantage. Exploration of all forms and uses by entrepreneurs, manufacturers, wholesalers, retailers, politicians, notforprofit and service organizations. 4 lectures problemsolving. Prerequisite: IBM 307.
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4.00 Credits
Role of sales promotion in marketing strategy. Study of numerous incentives designed to increase sales or achieve other specific marketing objectives directed toward sales force, intermediaries, and consumers. Design of sales promotion plans. 4 lecture discussions. Prerequisite: IBM 301.
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12.00 Credits
Individual or group investigation, research, studies, or surveys of selected problems. Total credit limited to 4 units, with a maximum of 2 units per quarter.
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4.00 Credits
Planning, implementation, and control of marketing strategy for a specific product, product line, or brand. Analysis of market needs and the macroenvironment; developing marketing plans involving product, price, promotion, and distribution decisions to market a specific product or brand. 4 lecture discussions. Prerequisite: IBM 301.
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4.00 Credits
Study of the Internet, its culture and procedures from a marketing perspective. Using the Internet for customer contact, customer service, ordertaking, and marketing research. Promotion and distribution considerations. Issues in the creation of successful WWWsites. Online experience and projects with real organizations. 4 lectures/problemsolving. Prerequisite: IBM 301.
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4.00 Credits
Integrated Brand Communications Management. This course focuses on the strategic aspects of integrated brand communications. Content includes: the concept of brands, marketing communication tools, campaign strategy, creating customer loyalty, creating customer value, and campaign evaluation. Lecturediscussion, case analysis and discussion, written projects, and oral presentations. Prerequisite : IBM 307.
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