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Course Criteria
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3.00 Credits
See General Usage Courses.
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3.00 Credits
Introduces students to the discipline of marketing and the need to create customer value and relationships in the marketplace. Presents an overview of the marketing principles and management strategies, along with the analytical tools used by organizations in the creation of a marketing plan. Lecture 3 hours per week.
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3.00 Credits
Presents an in-depth examination of managing a sales force. Introduces methods of training, compensating, motivating, and evaluating the sales force. Explores forecasting techniques and quotas. Lecture 3 hours per week.
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3.00 Credits
Emphasizes the relationship of professional sales skills and marketing management techniques to successful profit and non- profit organizations. Focuses on challenges connected with the sales and distribution of products and services, including pricing, promotion, and buyer motivation. Demonstrates uses of the Internet to enhance marketing. Studies legal and ethical considerations. Introduces sales management in planning, organizing, directing and controlling for a well-coordinated sales effort. Lecture 3 hours per week.
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3.00 Credits
Examines the organization of the retail establishment to accomplish its goals in an effective and efficient manner. Includes study of site location, internal layout, store operations, and security. Examines the retailing mix, the buying or procurement process, pricing, and selling. Studies retail advertising, promotion, and publicity as a coordinated effort to increase store traffic. Lecture 3 hours per week.
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3.00 Credits
Emphasizes the role of advertising in the marketing of goods, services, and ideas. Discusses the different uses of advertising; types of media; how advertising is created; agency functions; and legal, social, and economic aspects of the industry. Introduces advertising display, copy and art work preparation, printing, and selection of media. Lecture 3 hours per week.
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3.00 Credits
Studies merchandise characteristics of durable as well as nondurable goods. Includes detailed analysis of construction, uses, care, and related government regulations. Stresses value and quality standards for consumer use. Emphasizes usefulness of product information as a merchandising tool. Lecture 3 hours per week.
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3.00 Credits
Introduces students to modern display techniques, equipment, and materials. Presents the basics of design for window and interior display in retail establishments. Provides students an opportunity to design, prepare, and execute displays. Lecture 2 hours. Laboratory 2 hours. Total 4 hours per week.
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3.00 Credits
Studies the merchandising cycle. Explores techniques used in the development of buying resources, merchandising plans, model stock, unit control, and inventory systems. Highlights merchandise selection, policy pricing strategies, and inventory control methods. Lecture 3 hours per week.
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3.00 Credits
Presents an overview of promotion activities, including advertising, visual merchandising, publicity, and sales promotion. Focuses on coordinating these activities into an effective campaign to promote sales for a particular product, business, institution, or industry. Emphasizes preparing budgets, selecting media, and analyzing the effectiveness of the campaign. Lecture 3 hours per week.
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