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Course Criteria
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3.00 Credits
(230) Either semester. Three credits. Prerequisite: ACCT 2101 or BADM 3710, which may be taken concurrently; ECON 1200 or both 1201 and 1202; MATH 1070; STAT 1000 or 1100; open to juniors or higher. Not open to students who have passed or are taking FNCE 3101. Will not substitute for FNCE 3101 for students who enter the School of Business. May not be used to satisfy Junior-Senior level major requirements of the School of Business. An introductory examination of how a business plans its needs for funds, raises the necessary funds, and invests them to attain its goals.
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3.00 Credits
(240) Either semester. Three credits. Prerequisite: Open to juniors or higher. Not open to students who have passed or are taking MGMT 3101. Will not substitute for MGMT 3101 for students who enter the School of Business. May not be used to satisfy Junior- Senior level major requirements of the School of Business. Topics covered include individual work motivation, interpersonal communications in organizations, team building and group processes, leadership, decision-making, and understanding and managing cultural diversity. Classes will emphasize interpersonal and leadership skill-building through the inclusion of exercises which rely on active participation of class members.
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3.00 Credits
(241) Semester by arrangement. Three credits. Prerequisite: Open to juniors or higher. Not open to Business majors. Not open to students who have passed or are taking MGMT 3234. May not be used to meet Junior- Senior level major requirements of the School of Business. Emphasis on gaining an in-depth understanding of the entrepreneurial mindset. Students explore what makes an individual a successful entrepreneur. Examines the risks and rewards of pursuing a new business and a career as an entrepreneur, via case study and invited speakers.
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3.00 Credits
(242) Semester by arrangement. Three credits. Prerequisite: Open to juniors or higher. Not open to Business majors. Not open to students who have passed or are taking MGMT 3235. May not be used to meet Junior- Senior level major requirements of the School of Business. Examines the process of getting a new venture started, growing the venture, successfully harvesting it and starting again. Students investigate the special problems of newly formed firms via case study and analysis of successful and unsuccessful business plans. Acquaints students with the unique strategic problems faced by new ventures and prepares them to evaluate new venture plans.
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3.00 Credits
(250) Either semester. Three credits. Prerequisites: ACCT 2001, ECON 1200 or both 1201 and 1202; MATH 1070 or MATH 1071; STAT 1000 or 1100; open to juniors or higher. Not open to students who have passed or are taking MKTG 3101. Will not substitute for MKTG 3101 for students who enter the School of Business. May not be used to satisfy Junior- Senior level major requirements of the School of Business. An introduction to the marketing system, its foundations and institutions. Students are exposed to product, promotion, price, and distribution decision areas, strategic alliances, relationship marketing, and total marketing quality.
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3.00 Credits
Either semester. Three credits. Prerequisite: MKTG 3101 or BADM 3750; open to juniors or higher. Not open to students who have passed or are taking MKTG 3452. May not be used to satisfy Junior-Senior level major requirements of the School of Business. 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
(265) Either semester. Three credits Prerequisite: MKTG 3101 or BADM 3750; open to juniors or higher. Not open to students who have passed or are taking MKTG 3665. May not be used to satisfy Junior-Senior level major requirements of the School of Business. 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. Relies on the Internet as a teaching tool. Students need access to a computer with an Internet Browser.
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3.00 Credits
(227) Either semester. Three credits Prerequisites: MATH 1071 or 1122 or 1132; STAT 1000 or 1100; MKTG 3101 or BADM 3750; open to juniors or higher. Not open to students who have passed or are taking MKTG 3627. May not be used to satisfy Junior-Senior level major requirements of the School of Business. 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
(260) Either semester. Three credits. Prerequisite: Open to juniors or higher. Not open to students who have passed or are taking OPIM 3103C. Will not substitute for OPIM 3103C for students who enter the School of Business. May not be used to satisfy Junior- Senior level major requirements of the School of Business. An introduction to the information needs of managers, the structure of the information systems required to fill these needs, systems development, and business computing technology. Also covers selected management applications within the major business functions.
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3.00 Credits
(253) Either semester. Three credits. Prerequisite: MKTG 3101 or BADM 3750 and BADM 3752; open to juniors or higher. Not open to students who have passed or are taking MKTG 3453. May not be used to satisfy Junior-Senior level major requirements of the School of Business. 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: customer 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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