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Course Criteria
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3.00 Credits
Introduces the basic principles of sales success, sales theory, sales techniques, and role playing. The history of selling is emphasized along with the sales person's role in today's society. The courseapplies communication theory and principles to the sales situation. No prerequisites. Cross listed as COM 3150.
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3.00 Credits
Organization of the sales department, sales planning and forecasting quotas, territories performance standards, and analysis and control of distribution cost. Prerequisite: MKT 3150. Cross listed as COM 3200.
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3.00 Credits
A study of the most effective ways of training salespersons. The student is taught responsibilities of a sales trainer and fulfills this role through interaction with sales training programs. This advanced course in sales training is intended for students with a relatively strong background in sales training and management. Summer only. Prerequisite: MKT 3150, 3200.
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3.00 Credits
Advertising as a function of marketing and merchandising; uses and limitations of advertising as a tool of management; fundamentals in getting a finished advertisement before potential customers; media selection; evaluation criticism and control of advertising. Prerequisite: MKT 3100; BUS 3030 recommended. Cross listed as COM 3220.
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3.00 Credits
Covers the fundamentals of marketing research, as applied to all types of profit and not-for-profit organizations. It focuses on the different types of marketing research (qualitative and quantitative) as well as the complex issues at each stage of the marketing research process, including research objectives, questionnaire construction (specifically for survey research - both traditional and Internet surveys), sampling, data collection, and statistical analysis. Finally, the course discusses responsibilities and issues related to the management of the research function and the use of research information by decision makers faced with a variety of strategic and operational challenges. The skills covered in this course will be applicable to marketing problems encountered in both consumer and business-to-business markets, and public and private sectors. Prerequisites: MKT 3100 and BUS 3020.
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3.00 Credits
Covers the fundamentals of marketing research, as applied to all types of profit and not-for-profit organizations. It focuses on the different types of marketing research (qualitative and quantitative) as well as the complex issues at each stage of the marketing research process, including research objectives, questionnaire construction (specifically for survey research -- both traditional and Internet surveys), sampling, data collection, and statistical analysis. Finally, the course discusses responsibilities and issues related to the management of the research function and the use of research information by decision makers faced with a variety of strategic and operational challenges. The skills covered in this course will be applicable to marketing problems encountered in both consumer and business-to-business markets, and public and private sectors. Prerequisites: MKT 3100 and BUS 3020.
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3.00 Credits
Examines the challenges of entering and operating effectively in foreign markets, managing problems, techniques and strategies needed to apply the marketing concept to the world marketplace, and also enabling the students to perceive international marketing as a managerial challenge. The course will deal with formulation and implementation of international marketing strategies, analysis of the contemporary global marketing environment, marketing mix issues and decisions in international market, global competitive analysis and strategy, and modification of marketing thinking and practice for foreign markets due to individual environmental differences. Emphasis will be placed on examining the relationship between the international activities of firms and the international, political, legal, and socio-cultural environments prevailing in foreign markets.
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3.00 Credits
Designed to provide an in-depth examination of marketing environments and the impact marketing activities have on organizational operations in competitive, global, multicultural business settings. It discusses both domestic and international frameworks of the fundamental marketing functions of product, pricing, distribution and promotion. Modern marketing problems are explored and analyzed from conceptual, legal, and ethical perspectives and alternatives are developed from a crossfunctional perspective. Marketing information systems and the use of advanced technologies in marketing decision-making are also studied. Prerequisite: MKT 3100; MKT 3130 recommended.
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0.00 Credits
No course description available.
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0.00 Credits
No course description available.
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