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Course Criteria
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3.00 Credits
This course helps students develop an understanding of the relationship of retailing to the marketing process and describes the fundamentals of modern retailing. A study is made of modern retail institutions. (3,0) 3 credits
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3.00 Credits
This course focuses on the marketing of industrial goods and services to industrial markets. Industrial product planning, channels of distribution, promotional activities and pricing strategies are emphasized. Other topics such as understanding industrial buying and evaluating potential markets are also covered. Prerequisite(s): BUS 131 (3,0) 3 credits
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3.00 Credits
This course emphasizes the creative selling techniques used by professional salespeople. It covers all the important elements of the personal selling process with special emphasis placed on determining prospects' needs, translating features into benefits, overcoming objections and closing methods. Participants will demonstrate their ability to apply the techniques discussed by delivering sales presentations. Prerequisite(s): BUS 131 or Department approval (3,0) 3 credits
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3.00 Credits
The major problems of sales management in the distribution of products and services; the selection, recruitment, and training of sales personnel; measurement of the effectiveness of salespeople, supervision and compensation of salespeople; sales quotas and budgets. Prerequisite(s): BUS 254 or Department approval (3,0) 3 credits
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3.00 Credits
This course uses practical concepts to examine the role of advertising in the marketing process. Topics covered include: ethical issues involved in advertising, various types of advertising used by marketers, services performed by ad agencies, the creative side of advertising including basic elements of copywriting and design, how to prepare an ad budget, and the elements of media selection. Also covered are the various types of advertising media including magazines, newspapers, outdoor, transit, yellow pages, and direct mail as well as the features of advertising on television, radio, and the Internet. Prerequisite(s): BUS 131 or Department approval (3,0) 3 credits
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3.00 Credits
Presents a survey which informs the student about the development of modern industry and scientific management and will enable him/her to grasp the operating principles. (3,0) 3 credits
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3.00 Credits
Principles and practices of building good public relations between industry and employees, stockholders, consumers, suppliers and the press. The development of public relations as a top-management function. (3,0) 3 credits
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3.00 Credits
This course develops an understanding of the important functions and tasks performed by the modern human resource department such as staffing, training, employee safety and compensation. Emphasis throughout will be on the partnership between the human resource department and management to ensure a motivated work force. Prerequisite(s): BUS 109 or Department approval (3,0) 3 credits
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3.00 Credits
This course helps students develop an understanding of the relationship of small business management to the management process. It describes the fundamentals of small business management. A study is made of major problems and pit s faced by managers of small businesses. (3,0) 3 credits
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3.00 Credits
The principles and techniques of purchasing as they apply in actual practice today. The purchasing area will be treated as a specialized function in the business organization. Constructive aspects of purchasing with emphasis on long-term policies and profit-making opportunities. (3,0) 3 credits
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