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Course Criteria
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3.00 Credits
This course is a study of the functional aspects of personal selling and career opportunities in the field of sales and focuses on the development of the skills necessary for effective selling. Emphasis is placed on effective communication, motivation theory and practice, gaining interviews, handling objections, and closing the sale. Topics included are the sales framework (retail, wholesale, industrial), sales management, and legal and ethical considerations of sales.
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3.00 Credits
This course is a survey of the social and economic role of advertising in our society. Students have an opportunity to study the components which constitute effective advertising and to observe the use of advertising by the various forms of mass media. Topics include the role of advertising, planning, media creation, and management of the advertising campaign.
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3.00 Credits
Principles of Retailing is designed to acquaint the student with the role and responsibilities of the retail manager. Emphasis is on planning, controlling, and organizing the retail environment from the perspective of the entrepreneur and the corporate manager. Topics include institutions, strategy, consumer behavior, marketing research, location, organization, merchandising, planning, image, promotional strategy, and pricing. Lecture and case study methods are utilized.
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3.00 Credits
This course considers the status, problems, and requirements of launching and profitably operating a small business enterprise. Management and marketing functions are stressed with emphasis on the relevance of personal factors. Topics include selecting a business, financing the venture, forms of ownership, buying an existing business, operation, accounting, financial statements, location, purchasing and inventory control, pricing, marketing, and taxes.
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3.00 Credits
This course is a survey of the scope and nature of that field of corporate finance dealing with a firm's acquisition of funds to carry on its activities and with the determination of optimum methods of employing the funds. In addition, the functions, goals, and tools needed in the financial decision making framework are examined. Topics include capital policies and the management of current assets, major sources of short- and long-term financing, interest factors, capital budget techniques, investment decisions, financial structures, leverage valuation, rates of return, cost of capital, dividend policies, and timing of financial decisions. Prerequisite: Principles of Financial Accounting II (ACCT106)
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3.00 Credits
This course is designed to provide fundamental principles and practices of personnel and human resource management. An in-depth review of areas including job design and analysis, job evaluation procedures, wage and salary administration programs, and progressive discipline procedures are discussed. Protection and representation studied through EEO/Affirmative Action and other current legislation affecting employment are also discussed.
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3.00 Credits
This course is designed to introduce the student to the role of marketing in the sports and entertainment industry. There is an emphasis on employing the basic marketing concepts and strategies as they apply to these two specific areas of study. Particular attention is focused on the marketing of products and services through sprots. Other areas covered include: careers in sports marketing, market- ing music and theater, marketing recreational sports, and legal issues for sports and entertainment. The course utilizes a problem solving approach through the use of case study and lecture. Prerequisites: Introductory Writing (ENGL099) and Preparing for College Reading II (ENGL092) or waiver by placement testing results
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3.00 Credits
Hotel Operations covers the two basic phases of hotel management. The "Back of the House" is the first phase and covers such problems as licensing, real estate considerations, engineering, sanitation, and housekeeping. The "Front of the House" phase covers such problems as dealing with the needs of the guest, managing the front desk, and understanding the reservations procedures. Students taking this course are exposed to both phases and may utilize field trips and guest lecturers to enhance their knowledge. Prerequisite: Introduction to Hospitality Management (BUSN103)
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3.00 Credits
No course description available.
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3.00 Credits
No course description available.
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