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Course Criteria
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3.00 Credits
(282) First or second semester. Three credits. Prerequisite: MKTG 3101, 3208 or 3209, 3260, and senior class standing. The application of a systems approach to the evaluation of opportunity and to the solution of major problems from the perspective of the top marketing executive. Emphasis is placed on the analysis and synthesis of marketing programs to determine the appropriate marketing mix for various business enterprises.
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3.00 Credits
(270) First or second semester. Three credits. Prerequisite: MKTG 3101; MKTG 3208 or 3209; MKTG 3260 and senior class standing. A study of the marketing concepts and analytical processes used in the development of programs in international markets. Emphasizes comparative differences in markets, marketing functions, and political considerations. It includes the application of a systems approach to the evaluation of opportunity and to the solution of major global marketing problems. Emphasis is placed on the analysis and synthesis of marketing programs to determine the appropriate marketing mix for various international business enterprises.
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3.00 Credits
(252) Either semester. Three credits. Prerequisite: MKTG 3101 or BADM 3750; open to juniors or higher. Focuses on the tactical and strategic aspects of the professional selling process with particular emphasis upon managing the complex sale. Topics include account entry strategies, effective investigative techniques, objection prevention, the client decision process, negotiation skills, and account development strategies. Learning tools will include: participant interaction, role plays, work groups, and case studies.
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3.00 Credits
(253) Either semester. Three credits. Prerequisite: MKTG 3101 or BADM 3750 and MKTG 3452 and consent of instructor; open to juniors or higher. Focuses on three major issues: using current technology to maximize sales efforts' effectiveness and efficiency, introducing the concepts of Customer Relationship Management (CRM) and team selling concepts and practices. As an experiential course, its focus is on using the tools to enhance the selling process and includes such topics as: consumer databases, communicating with diverse and widely distributed customers efficiently, using CRM technology, concepts of team selling and expanding on the concepts mastered in Professional Sales I. Learning tools will include: work groups, case studies, and special projects and a team selling role-play.
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3.00 Credits
(254) Either semester. Three credits. Prerequisite: MKTG 3101 or BADM 3750 and MKTG 3452; open to juniors or higher. Focuses on two major areas: the activities and problems of sales force management (with particular emphasis placed on organizing the sales force, recruiting, training, compensation, motivation, forecasting, territory design, evaluation, and control) and the distinction between management and leadership (with emphasis on the common characteristics of wellknown leaders and how they developed into leadership roles). Learning tools include: interaction, experiential learning (actual management of a student sales force), work groups, case studies, and special projects and presentations.
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3.00 Credits
(225) Either semester. Three credits. Prerequisite: MKTG 3101 or BADM 3750; open to juniors or higher. Not open to students who have passed or are currently enrolled in COMM 4800. The design, coordination, integration, and management of marketing communications. The course focuses on advertising and sales promotion with an emphasis on the competitive and strategic value of communications in the market place.
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3.00 Credits
(227) First or second semester. Three credits. Prerequisite: MATH 1071 or 1122 or 1132; STAT 1000QC or 1100QC; MKTG 3101 or BADM 3750; open to juniors or higher. Consideration in depth of the product and price variables as elements of marketing strategy and tactics. Emphasis will be placed on conceptual as well as decision-making aspects. The roles of technology, social change, innovation and creativity are included in the treatment of product. Institutional, behavioral, governmental and economic factors are included in the treatment of price.
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3.00 Credits
(281) Either semester. Three credits. Prerequisite: MKTG 3260; open to juniors or higher. Introduces students to the concepts, technology and quantitative tools for creating, maintaining and exploiting customer databases. The course will have a strong hands-on methodological orientation with emphasis on applications involving real customer data. Students will learn about quantitative tools including those used for experimentation in test markets and measurement of customer lifetime value. Applications will include prospecting, market segmentation and targeting, product customization, cross-selling, brand equity, customer loyalty programs, and valuation of customers. The applications will span several different types of businesses including online retailing, financial services, high tech services, and traditional catalogue companies.
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3.00 Credits
(265) First and/or second semester. Three credits. Prerequisite: MKTG 3101 or BADM 3750; open to juniors or higher. Topics include comparisons of business models in physical space and cyberspace and integration of marketing efforts among the world-wide-web, and other means of communications, distribution, and selling. This course relies on the Internet as a teaching tool. Students need access to a computer with an Internet Browser.
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1.00 - 3.00 Credits
(289) Either or both semesters. One to three credits. Hours by arrangement. Prerequisite: completion of Freshman - Sophomore level School of Business requirements and consent of instructor and Department Head; open to juniors or higher. Students taking this course will be assigned a final grade of S (satisfactory) or U (unsatisfactory). Provides students with an opportunity for supervised field work in relevant major areas within the Department. Students will work with one or more professionals in the field of marketing. Student performance will be evaluated on the basis of an appraisal by the field supervisor and a detailed written report submitted by the student.
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