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  • MKT 4460: International Logistics

    3.00 Credits
    CUNY Bernard M Baruch College

    3 hours; 3 credits This course covers such topics as management of land, ocean, and air movement of foreign-bound cargoes in terms of routes, rates, packing, marking, documentation, containerization, storage, and claim handling. It focuses on that part of the supply chain process that plans, implements, and controls the efficient flow and storage of goods, services, and related information from the point of origin to the point of consumption to meet customer requirements. Prerequisite: MKT 3400.
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  • MKT 4511: Marketing Channels

    3.00 Credits
    CUNY Bernard M Baruch College

    3 hours; 3 credits This course studies marketing channels-companies that work with each other to bring products and services from their point of origin to the point of consumption. The participants in marketing channels include manufacturers, wholesalers, and retailers. Through marketing channels, the originators of products and services gain access to markets. If effectively crafted and managed, marketing channels can give competitive advantages to firms who face ever more challenging and fluid marketplaces. This course shows how to design, maintain, and manage relationships with marketing channel members. The emphasis is on motivating and managing complex networks of channel partners through effective marketing programs in the product, promotion, price, and physical distribution areas. Prerequisite: MKT 3000.
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  • MKT 4555: Internet Marketing

    3.00 Credits
    CUNY Bernard M Baruch College

    3 hours; 3 credits This course is designed to enable students to analyze and develop sophisticated interactive marketing programs. The two major objectives of this course are to introduce students to current marketing and advertising theory and practices on the Internet and to give students the opportunity to apply this knowledge by developing an interactive marketing program. Particular attention will be given to examining Internet marketing models, understanding consumer online behavior, designing effective online content, and implementing an interactive marketing campaign. It is not necessary to know HTML, nor will it be taught in this course. Prerequisite: MKT 3000.
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  • MKT 4700 (4711): Business Marketing Management

    3.00 Credits
    CUNY Bernard M Baruch College

    3 hours; 3 credits This course provides a comprehensive overview of the ways in which industrial products and business services are marketed to other businesses, institutions, governmental bodies, and resellers. This course focuses on the largest sector of the U.S. economy-commerce among organizations, with more than half of all jobs. Topics include understanding organizational buying behavior, facilitating the buyer/seller dyad, forming strategic alliances/networks, industrial strategy for businesses, innovation realization for products/technology, business services creation and management, tactics for negotiations/bidding, industrial advertising/sales promotions, industrial selling and sales force management, trade shows, and Internet integration into business marketing practices. Course format includes: career-focused lectures, case studies, guest speakers, video footage displaying best companies/ practices, and discussions focusing on applying relevant information sources and research skills for practical use once on the job. Prerequisite: MKT 3000.
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  • MKT 4710: Business Buyer Behavior

    3.00 Credits
    CUNY Bernard M Baruch College

    3 hours; 3 credits This course covers industrial buyer behavior and industrial purchasing. The relationship to industrial marketing is highlighted. The role and functions of the industrial buyer are examined and analyzed in terms of both the purchasing department and the entire organization. Prerequisite: MKT 3000.
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  • MKT 4900: Managing Customer Relationships

    3.00 Credits
    CUNY Bernard M Baruch College

    3 hours; 3 credits This course examines the importance of building and maintaining customer relationships and developing a customeroriented organization. This course offers basic principles for students interested in retail and services management, sales and sales support, and customer service. A relationship marketing perspective is developed by emphasizing topics such as customer retention strategies, quality management, measuring customer satisfaction, and database marketing. Important topics from services marketing are also included such as increase the students' awareness of the customer'sperspective and managerial issues. Prerequisite: MKT 4912.
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  • MKT 4910: Selling And Sales Management

    3.00 Credits
    CUNY Bernard M Baruch College

    3 hours; 3 credits This course provides an overview of professional selling and sales management in the context of business-to-business marketing. This course examines the selling process from planning sales calls and prospecting to closing the sale. Sales management topics include sales training, sales and market forecasting, incentives and motivation, ethical and legal issues in selling, and building long-term relationships. Role playing and other techniques are used to develop the student's communication skills. Case studies or other written assignments will examine issues of managing the selling function. Prerequisite: MKT 3000.
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  • MKT 4911: Communication Skills For Selling And Marketing

    3.00 Credits
    CUNY Bernard M Baruch College

    3 hours; 3 credits This course is designed as a workshop to develop the commu - nications skills that are utilized in sales and related marketing careers. This course includes writing skills employed in business communications, such as proposals and letters; oral communication skills used in sales presentations; and the interpersonal and group process communication skills that occur in various marketing contexts. This course also provides an introduction to the process of personal selling and examines its importance in marketing careers. Pre- or corequisite: MKT 3000.
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  • MKT 4912: Retailing I: Retail Marketing

    3.00 Credits
    CUNY Bernard M Baruch College

    3 hours; 3 credits This course offers a "channels of distribution" approach tothe retail function. As such, it is useful to all marketing majors (who ultimately must contend with selling through retailers even though they may not directly perform retail functions). Topics include types of retail formats and how they evolve, multi-channel retailing, location analysis, merchandise assortments, competitive advantage, pricing, and communication mix. Course material is focused on both large and small retailers as well as on retail entrepreneurship. Prerequisite: MKT 3000.
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  • MKT 4913: Retailing II: Retailing Management And Merchandising

    3.00 Credits
    CUNY Bernard M Baruch College

    3 hours; 3 credits This course is directed primarily to those students whose career goals are aimed specifically toward the retail industry -ultimately at the level of middle or top management. Topics include the buyer's role in the retail environment, merchandise planning and control, forecasting, vendor relations and the art of negotiation, pricing for profit, and promotion. Particular emphasis is given to theory of the fashion cycle and fashion merchandising. Prerequisite: MKT 3000; pre- or corequisite: MKT 4912 or department permission.
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