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Course Criteria
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3.00 Credits
(Also offered as CIS 440) The following three credit courses are not scheduled during this catalog period, but may be offered if student demand is sufficient: MIS/CIS 202 COBOL Computer Programming and MIS/CIS 302 Advanced COBOL.
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3.00 Credits
The process of creating and distributing goods and services in response to consumer wants and needs. Forecasting, target markets, consumer behavior, product mix, pricing, channels of distribution, selling, and market control.
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3.00 Credits
Techniques of personal selling as a major function within the marketing and promotional mix of a firm. Principles of professional selling, communication and persuasion, planning, closing and presentation methods. Social, ethical and legal sales issues reviewed. Prerequisite: MKT102.
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3.00 Credits
Consumer motivation, buying behavior, market adjustment and product innovation. Theories of consumer market behavior and producer's reactions. Prerequisite: MKT 102 or permission of instructor.
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3.00 Credits
Functions of executives in charge of sales management activities and the motivation of sales force personnel toward achievement of objectives. The selection, supervision and training of sales force personnel; the methods used by companies to gain their share of the market and the interaction of the sales department with other departments within the enterprise. Prerequisite: MKT 102.
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3.00 Credits
Role of the retailer. Types of retail establishments. Merchandising and store operation. Retail management techniques essential to planning, organization, effective control and profitable operation. Prerequisites: BUSA 121 and MKT 102.
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3.00 Credits
Product policies, distribution, promotion, and pricing issues specific to global organizations. Planning, organization and control of the international marketing function. Prerequisite: BUSA 202.
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3.00 Credits
A three credit marketing elective which introduces students to using the internet as a marketing communications medium. The course will focus on understanding and using this medium for marketing communciations functions, and will include evaluating current sites, developing skills for writing web pages, and working to develop a business internet marketing strategy and site. Prerequisite: MKT 102
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3.00 Credits
Managerial and operational problems involved in planning, organizing, coordinating, and controlling a total market program. Product development and distribution, promotional and pricing strategy. Prerequisites: BUSA 121 and MKT 102.
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3.00 Credits
Marketing research as a tool of management. The data collection techniques of sampling, interviewing, field methods, questionnaire construction, and computerized data analysis. Application of these techniques to a variety of marketing problems and discussion of alternate solutions. Prerequisites: BUSA 302, MKT 102, 211 and CIS 101.
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