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Course Criteria
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5.00 Credits
A study of the nature and role of marketing in advanced economies in a managerial context presented in a lecture, case, and applied format. Analysis of consumer wants, motivation and purchasing power, and introduction to and development of effective mixes among product, pricing, distribution, and promotional variables. Internet and e-commerce issues are also discussed.
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5.00 Credits
An analysis of the individual and aggregate market behavior of consumers and of the use of theoretical and empirical consumer information in developing marketing policy and strategy. Prerequisite: MKTG 300.
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5.00 Credits
An integrated approach to planning and creating the firm's total marketing communications program, primarily advertising, sales promotion, public relations, and Internet advertising. Surveys the entire field of promotion in its social and management context and develops the creative approach, strategy, and tactics necessary to realize the objectives of the marketing program. Emphasizes student participation through cases and projects; also the application of quantitative statistical and qualitative research techniques to formulate and evaluate communications plans. Prerequisite: MKTG 300.
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5.00 Credits
Study of professional selling process as marketing activity. Topics include understanding buyer/consumer behavior, communication, relationship building. Students will be trained in tools for effective professional selling or other persuasive business interactions. Skills include finding leads, qualifying prospects, determining needs, developing and delivering sales presentations, overcoming objections, closing sales, and post-sales support. Role-playing is an integral part of the course. Prerequisite: MKTG 300.
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2.00 Credits
Graduating students, both business majors and non-business majors, need to be able to present themselves well in order to succeed, regardless of their career path. Reports from recruiters indicate that students often come ill prepared to job interviews. This course will help students learn to more effectively promote themselves by making good first impressions and by using proper etiquette, good conversational skills, proper grammar, and effective body language.
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5.00 Credits
This course is designed to improve understanding of the core marketing principles that determine successful agricultural (food) marketing strategy. Improved agricultural (food) marketing skills are gained from both the conceptual foundations of effective marketing planning and the commercial functions of agricultural industry practices. The course emphasizes applying marketing techniques to actual agricultural industry situations, through the use of business cases, simulated decision scenarios, guest speakers, and field projects involving local enterprises. However, the course also imparts a forward-looking global planning horizon by incorporating leading agricultural industry research, technology innovations, and international marketing strategies. Course lectures and assignments address the marketing function within agricultural enterprises such as producers, processors, and packagers, as well as the interrelated marketing activities performed by agricultural market intermediaries, such as wholesalers, distributors, brokers, agents, and retailers. Ultimately, students acquire an ability to develop and analyze sustainable marketing strategies that achieve customer-oriented objectives, through key stakeholder relationships ' including ethical issues in the broader environment and global society.
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5.00 Credits
A study of the concepts underlying the collection and analysis of data for marketing decision-making and control. Surveys the application of scientific methodology as an aid to problem formulation, exploratory research, basic observational and sampling requirements, data analysis, interpretation, reporting, and control. Student application of research techniques and data treatment are emphasized. Prerequisites: MKTG 300 and BPA 301.
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5.00 Credits
Recruitment, hiring, training and retention of salespersons. Providing analytical skills related to sales planning, analysis and control, sales forecasting, and estimating the profitability of the sales generated and potential sales. Prerequisites: MKTG 300.
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5.00 Credits
A study of the distribution function including retail management, supply chain management, inventory management, transportation, and e-marketing distribution strategies. Includes study of relationship building with channel partners, channel leadership and integrated channel strategies. Completion of Mgmt 301 (OR BA 301) and Mgmt 302 and Mktg 300 with a grade of D- or higher.
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5.00 Credits
Customer service and positive customer experience are critical in the E-Business marketplace. This course covers all the necessary technical details related to the Internet, and places these details within the context of marketing strategy, consumer behavior, advertising, and other marketing topics. Specific topics discussed include detail assessment of: the relationship between brand management and marketing strategy; the rise of web casting; web site promotion; web site quality measurements; email list harvesting and targeting; banner ad exchange; search engine positioning; web survey methodology; web site traffic analysis; Usenet; and news group marketing.
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