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Course Criteria
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2.00 Credits
The functions of each step of automotive aftermarket distribution and interrelations of all segments from manufacturer to consumer are explored, including history of the aftermarket, industry terminology, channels of distribution, sales organization, trade associations and the trade press, and aftermarket trends.
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2.00 Credits
A layman study of the various automotive systems that collectively construct the complete automobile, purposed to develop the well- informed automotive aftermarket manager.
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4.00 Credits
The management of aftermarket manufacturing functions is examined, including market planning, sales training and management, advertising, selecting and directing employees, establishing and controlling budgets, executive responsibilities, managing for profit, trade shows and clinics, market research, branding, remanufacturing, and manufacturer representative firms. Prerequisite: AAM 105
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4.00 Credits
The organization, capitalization, layout, product lines, inventory control, purchasing, personnel, financial control and other management topics for the wholesale and retail segments of the automotive aftermarket are explored. Functions of consumer-oriented marketing are looked at for all segments. Includes retail attitude, pricing and promotion, retail/wholesale combinations, identity and store image, influence of aesthetics and design, purchasing procedures, employee hiring and personnel management, and merchandising and display. Prerequisite: AAM112
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4.00 Credits
Sales strategy, research at all levels, administrative functions, legal angles, financial structure, credit and collections, government regulations, and other policy and procedure topics are examined. Includes computer and information systems, advertising management, marketing plans, inventory and credit control, specialty and machine shop procedures, standard policies and operating procedures, specialty market penetration, legal and government regulations, and computer- generated report use. Prerequisite: AAM 205
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4.00 Credits
Required Internship
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4.00 Credits
This course will investigate the concepts in e-commerce, and the application of the value chain and how this is integrated into business-to-business commerce. The course will incorporate the internet as a tool of business and the effects of this on the value chain. The students will investigate the uses of e-commerce in terms of "pure" internet companies, as well as how traditional businesses can benefit from using the internet.
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4.00 Credits
The examination of Field Sales Manager job activities. Subjects include selling skills, expense management, time management, merchandising/advertising plans, sales report writing/sales forecast plans, trade show management, and human resource skills. Prerequisite: AAM 212
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4.00 Credits
A study of the current issues confronting the aftermarket with emphasis on the changing distribution channels and their effect on manufacturing, traditional and retail distribution, and how these changes will be managed in the multi-national business environment. Prerequisite: AAM404
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4.00 Credits
Individual research assignments and projects, based on the establishment of a new, student-selected aftermarket business, are required, with instructor guidance and supplementary material provided. Includes location and business type, advertising, merchandising and promotion, personnel requirements, pricing and inventory, building, design and layout, product and service selection and financial considerations. Prerequisite: AAM 412
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