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Course Criteria
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3.00 Credits
Study of principles and practices of selling, including the legal, social, and ethical responsibilities of salespersons; the communication skills required for successful selling; techniques on effective selling; role of sales persons in implementing effective market strategies; and other relevant topics. Practical experience in selling through on-the-job and other related assignments will be utilized. Prerequisite: MKTG 300.
Prerequisite:
Undergraduate level MKTG 300 Minimum Grade of C
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3.00 Credits
Study of principles and concepts related to development and organization of promotional efforts to facilitate the sale and distribution of goods. Prerequisite: MKTG 300.
Prerequisite:
Undergraduate level MKTG 300 Minimum Grade of C
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3.00 Credits
Contemporary topics of current interest in marketing. Topics change from semester to semester. Prerequisite: Senior standing or consent of department chair.
Prerequisite:
Undergraduate level MKTG 300 Minimum Grade of C
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3.00 Credits
Study of the components of modern day physical distribution systems with emphasis of facility location, transportation, warehousing, inventory control, and communication. Prerequisite: MKTG 300.
Prerequisite:
Undergraduate level MGMT 300 Minimum Grade of C
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3.00 Credits
446. SALES FORCE MANAGEMENT AND LEADERSHIP(Credit, 3 Hours This course is a study of the principles, methods and problems associated with the management of a sales force. These issues include, management principles, selection and training, organization, compensation, motivation and controlling a sales force. Additional topics include territory assignment and sales forecasting. Prerequisite: MKTG 300.
Prerequisite:
Undergraduate level MKTG 300 Minimum Grade of C
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3.00 Credits
Study of marketing principles and practices applicable to industrial markets, including strategies for marketing complex technologies and services to industrial firms, domestically and internationally; industrial purchasing; and other relevant topics. Prerequisite: MKTG 300.
Prerequisite:
Undergraduate level MKTG 300 Minimum Grade of C
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3.00 Credits
Study of principles and practices of management of the advertising function, including the organization and operation of the advertising department and the advertising agency, effective utilization of media, planning and execution of advertising campaigns, preparation of budgets and allocations, relationship of advertising to the marketing mix and the overall marketing strategy, and other relevant topics. Prerequisites: MKTG 300, 360.
Prerequisite:
Undergraduate level MKTG 300, MKTG 360 Minimum Grade of C
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3.00 Credits
Study of the development and management of small business enterprises with emphasis on the practical 'how-to' and the general requirements for business success; major limitations and special problems facing small and minority businesses and other relevant topics. Prerequisite: MGMT 300.
Prerequisite:
Undergraduate level MGMT 300 Minimum Grade of C
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3.00 Credits
Study of applied research methods in the analysis of marketing problems and the use of research findings in the formulation of marketing policies, with emphasis on research design, sampling, data collection, psychological scaling, techniques of statistical analysis, preparation and presentation of the research report, and other relevant topics. Prerequisites: MKTG 300, MGMT 306, MATH 275.
Prerequisite:
Undergraduate level MKTG 300, MGMT 306, MATH 275 Minimum Grade of C
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3.00 Credits
Study of the marketing process as it applies to the international environment, including marketing research, channels of distribution, promotion, pricing, financing, licensing, import-export management, marketing strategy for multinational operations, and marketing systems in various countries. Prerequisite: MKTG 300.
Prerequisite:
Undergraduate level MKTG 300 Minimum Grade of C
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