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Course Criteria
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3.00 Credits
This course provides an understanding of the unique decisions regarding the organization and deployment of a sales force and the role of selling in a firm's overall marketing strategy. Beginning with an overview of professional selling concepts, the course proceeds to the discussion or prospecting, determining customer wants and needs, making sales presentations, overcoming objections, and closing the sale. The managerial components of the course include time and territory management, recruiting and training salespeople, sales forecasting, motivating and leading the sales force, and compensating and evaluating salespeople. Pre: MKTG 6000.
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3.00 Credits
Students are acquainted with the concepts of Advertising Management. The course develops the understanding of various domestic and international management procedures and issues underlying the management of advertising. Topics include the planning and managing, the environmental and legal issues, and the social and economic effects of advertising. Case studies and contemporary examples are used. Pre: MKTG 6000. Graduate standing.
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3.00 Credits
A seminar exploring the nature and environment of international marketing with an analysis of international opportunities. Strategies for production, distribution, promotion, and pricing in overseas markets are studied within a framework of the constraints and advantages of international marketing, economic, and cultural systems. Pre: MKTG 6000. Graduate standing.
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3.00 Credits
A strategic approach to incorporation of marketing strategy within the corporate plan, emphasizing the importance of uniform positioning. This course includes the integration of customer and the marketing mix (product, price, promotion, placement) as well as the marketing plan's integration with other corporate functional areas: research, R and D, production, HRM, and finance. Pre: Graduate standing.
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3.00 Credits
A course that focuses on marketing strategies for public and not-for-profit organizations. Issues include: design and implementation of marketing strategies tailored to specific organizations and programs; the enhancement of client and public interaction; the management of internal retail operations; obtaining marketing services; and management of the marketing activity. Pre: Graduate Standing.
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3.00 Credits
This course examines the impact of the Internet of current marketing theory and practice. Of particular interest are the opportunities information technology offers for interacting with customers and business partners. Business models and strategy are discussed from the perspective of both business-to-business and business-to-consumer marketing. To keep abreast of emerging technology, the course has a strong application tone with hands-on Web activities and projects. Pre: MKTG 6000; or consent. Graduate standing.
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3.00 Credits
Every marketing strategy and decision requires the knowledge and application of data. This course provides a practical demonstration of using data to target, increase and grow a customer base. It includes the research aspects (collection, establishment, and management of databases), the analytical aspect (what is it and what does it mean) and the application (what to do with it, how can it help). Pre: MKTG 6000, CSCI 3201, or consent. Graduate standing.
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3.00 Credits
A course which examines current and proposed marketing concepts for organizations. The course will include round table discussion on topics that range from the basic market paradigm to marketing issues in the new millennium. Students will plan, implement and evaluate a marketing project as part of the course.. Pre: MKTG 6000.
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3.00 Credits
An exploration of evolving issues in marketing and marketing management. The course is meant to go beyond traditional marketing considerations and challenges the student to recognize and respond to continual change. Contemporary marketing issues and problems are discussed and analyzed as case studies. Students will be expected to develop perspectives on the future of marketing that can serve them through a marketing career. Pre: MKTG 6000. Graduate standing.
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1.00 - 3.00 Credits
See Internships page 399.
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