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Course Criteria
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3.00 Credits
The nature and scope of sales management and the role of the sales manager as an administrator- recruiting, selection, training, motivation, supervision, compensation, control and evaluation of salespersons, sales planning and analysis, and social responsibilities.
Prerequisite:
BMG 210
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3.00 Credits
A survey and integration of concepts and theories that help to explain the purchasing behavior of consumers and organizational buyers and the strategic implications of these behaviors. Pre-Requisite: BMT210. Offered: Fall term. Previous Course ID - BMT333
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3.00 Credits
An introduction to retailing, vital factors including classification of retail businesses, consumer behavior, store organization, store layout, store location, retailing, and racial minorities, etc. Prerequisite: BMT210. Offered: Fall term. Previous Course ID - BMT342
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3.00 Credits
Prerequisite: BMT210. Offered: Fall term. Techniques of successful selling. The psychological steps of the selling process and developing skills needed in creative selling. A sales demonstration incorporating visual aids is required of all students. Pre-Requisite: BMT210. Offered: Spring Term. Previous Course ID - BMT344
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3.00 Credits
Critical analysis of retailing strategy and management. The trade, area, store layout, merchandise assortment, promotion, pricing, and cost. Prerequisite: BMT210. Offered: Spring term. Previous Course ID - BMT459
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3.00 Credits
Methods, analysis, and application of marketing research techniques to marketing problems. The methodology of survey research results and secondary data. Students are required to prepare a research report. Pre-Requisite: BMT210,BGN240. Offered: Fall Term. Previous Course ID - BMT457
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3.00 Credits
An introduction to the principles and practices of advertising. The role of advertising in the marketing mix. Psychology of advertising, planning and creating the advertisement (copy, visualization, layout, printing techniques, and selection of the media). Pre-Requisite: BMT210. Offered: Fall term.
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3.00 Credits
(African-American Heritage Intensive Course). Current marketing problems in urban areas: assessment of the results of research and action projects; an investigation of the legal, ethical, and social aspects of marketing; and focus on the minority consumer and the minority entrepreneur.
Prerequisite:
BMG 210
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3.00 Credits
Application of quantitative and behavioral techniques to the development of marketing programs. Strategic decision-making and analysis regarding marketing policies concerning product, customers, distribution channels, field selling, advertising and promotion, technical service, and pricing. Pre-Requisite: BMT210. Offered: Spring term. Previous Course ID - BMT468
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3.00 Credits
Problems peculiar to small companies in retailing, manufacturing, and the service industries. Emphasis on management of an existing business and on its relations with financial and legal institutions. Case studies used extensively. Pre-Requisite: BMG210.
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