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Course Criteria
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1.00 Credits
Designed to help students explore career opportunities, successfully job hunt, and become acquainted with the business environment. Job search strategies, setting career goals, business ethics, business communication skills, and business etiquette. Open only to marketing majors or by consent of department. S/U grading. Prerequisites & Notes PRQ: MKTG 310 or UBUS 310. Credits: 1
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3.00 Credits
Analysis of how services marketing differs from goods marketing and how services marketers can effectively manage the elements of service delivery to enhance service quality and customer satisfaction. Topics include the distinct elements of services marketing, service quality determination, understanding customer expectations, designing service standards to meet customer expectations, managing contact personnel's delivery to service standards, and matching service communications with service delivery. Prerequisites & Notes PRQ: MKTG 310 or UBUS 310, and MKTG 325 or FCNS 468, or consent of department. Credits: 3
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3.00 Credits
Developing business-to-business selling processes over the telephone (inside selling) with particular emphasis on precall planning, prospecting and qualifying, developing value statements, and follow-up. Introduction to and hands-on application of a Customer Relationship Management (CRM) system and other technologies. Students build and maintain a database related to the sales program. Prerequisites & Notes PRQ: MKTG 350. Credits: 3
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3.00 Credits
Research methods as applied to the field of marketing including problem definition, research design, survey design, data collection and analysis, and presentation of results. Prerequisites & Notes PRQ: MKTG 310 or UBUS 310 and UBUS 311, and UBUS 223 or STAT 301 or STAT 350. Credits: 3
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3.00 Credits
Responsibilities and functions of the sales manager including an evaluation of sales organizational structures, recruiting, selecting, testing, and training of salespeople; related topics include compensation plans, controlling expenses, sales forecasting, budgets, routing, quotas, ethics, and motivation. Prerequisites & Notes PRQ: MKTG 350. Credits: 3
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3.00 Credits
Focus on major account selling, coordination between a salesperson and the firm's other functional areas, team selling, negotiation, career management, and personal productivity. Student presentations in group settings, exposure to software which aids salespeople, close work with an actual salesperson, and relation of theory to practice. Prerequisites & Notes PRQ: MKTG 350 and consent of department. Credits: 3
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3.00 Credits
Intensive examination of the concepts and tools to manage and utilize a marketing information system. Emphasis on using database information in a marketing context. Topics include sources of marketing data, the use of statistical tools to identify marketing opportunities, the use of mapping tools in marketing, and an introduction to neural networking and its use in marketing information systems. Prerequisites & Notes PRQ: MKTG 355 or consent of department. Credits: 3
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6.00 Credits
Full-time work for a summer or a semester as a marketing intern in a business firm under the supervision of a coordinator from the Department of Marketing faculty. May be repeated to a maximum of 6 semester hours. S/U grading. Prerequisites & Notes PRQ: Consent of department. Credits: 3-6
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3.00 Credits
Examination of the strategic aspects of global marketing with focus on developing and analyzing marketing strategies for multinational corporations using an experiential learning approach. Prerequisites & Notes PRQ: UBUS 310 and UBUS 311. Credits: 3
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3.00 Credits
Analysis of the technology used to support interactive marketing systems for business-to-business and business-to-customer marketing strategies. Topics include Web page design and implementation, collection and analysis of customer information, and ethical, privacy, and security issues. Applications-oriented approach requiring students to use software to create and implement a marketing Web page and perform many of the hardware related tasks of interactive marketing. Prerequisites & Notes PRQ: UBUS 310 or MKTG 310, and MKTG 370. Credits: 3
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