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Course Criteria
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2.00 Credits
The world of advertising media space and time sales, strategic planning, and buying are explored. Analyses of values and business uses of newspaper, magazines, outdoor, direct mail, radio, television, cable, and miscellaneous media are studied. Included are criteria, objectives, and standards for efficient media buying and the tailoring of the media mix to marketing communications. Prerequisite: ADV 110
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4.00 Credits
Examination of and discussion about major issues confronting the advertising industry - especially those issues being fueled by the traumatic changes that are sweeping over business generally and the advertising industry specifically.
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1.00 Credits
Provides a basic understanding of an integrated dealership computer system. Exposure to data base terms and operations will be the main focus. The practical use of computers within the various dealership departments will be demonstrated. Hands-on experience with the ERA system includes the generation of reports and letter writing functions.
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4.00 Credits
Growth of the automobile industry from the early entrepreneurs to the multi-national corporations built from the vitality and ingenuity of countless individuals and organizations during times of depression, boom, unrest, and "normal" economic conditions.
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4.00 Credits
Considerations for dealership location, facilities layout, and design. Dealer qualifications; capital and organization requirements; and relations with factories, financial institutions, customers, employees, other dealers, and the community
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4.00 Credits
Examines the sales personality, organization, and procedure and psychology of the sales talk; includes study of sales in retail automobile sales. Students showcase an actual sales presentation developed in the course.
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4.00 Credits
Basics of advertising, sales promotion, sales facilities, inventory planning and control. Recruiting, selection, training, and directing the sales staffs. Includes utilization of the ERA computer for vehicle merchandising and vehicle inventory control; utilization of the computer as a sales tool for finance and insurance. Prerequisite: CSM 100 and AM 102
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4.00 Credits
A study of all the areas of dealership advertising for the effective use of funds to maximize dealership market share. Prerequisite: Completion of Automotive Marketing Associate Degree level courses; third-year transfer students may complete lower and upper division courses concurrently
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4.00 Credits
Investigation of the vital role a successful used car operation plays in the profitability of a new car dealership. Discussion of the profit opportunities through inventory planning and control, and an integrated merchandising plan. Prerequisite: Completion of Automotive Marketing Associate Degree level courses; third year transfer students may complete lower and upper division courses concurrently.
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3.00 Credits
This course investigates the vital role successful new and used vehicle departments play in the profitability of American franchise automobile dealerships. Topics covered include selection and motivation of employees, directing the sales staffs, basics of evaluating prominent advertising media, sales promotion, facilities planning, inventory control, methods for maximizing inventory turn, wholesaling practices, appraising of trade-ins, reconditioning of vehicles for retail sale, and the role of auctions in maintaining proper inventory balance. This course will also utilize the ERA computer system.
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