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  • MKT 340: Marketing in the International Environment

    4.00 Credits
    The College of New Jersey

    Prerequisite: MKT 201 An examination of the overall changes that marketers must consider making to their marketing strategies and tactics when carrying on marketing activities outside their home market. It includes an exploration of effective analysis and decision making when adapting or standardizing marketing practices across foreign markets including segmentation, targeting, positioning, and the development of a marketing mix to fit the needs of international or global markets. Marketing functions undertaken during the internationalization of the firm's business encompass market research, product/service development or adaptation, pricing strategies, distribution patterns, logistics, communications, organization, and control.
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  • MKT 360: Supply Chain Management

    4.00 Credits
    The College of New Jersey

    Prerequisites: MKT 201, STA 215 or equivalent Supply chain management examines functional (Plan, Buy, Make, Move, and Sell) integration beyond the boundaries of the firm including those performed by its customers, suppliers, and intermediaries. The supply chain is an end-to-end process running from suppliers to customers that is linked by operational strategies and information technologies. This course provides a strategic and tactical framework for analyzing the entire supply chain in a global context that encompasses all firms, activities, and functions necessary to bring a product or service from the point of origin to the point of consumption.
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  • MKT 365: Consumer Behavior

    4.00 Credits
    The College of New Jersey

    Prerequisite: MKT 201 or PSY 101 or SOC 101 Students will learn to apply basic social science principles and theories to an understanding of the behavior of consumers. Basic psychological principles (e.g., learning, memory, perception, attitudes, and motivation), as well as sociological and anthropological concepts (e.g., demographics, group dynamics, cultural influences), are explored and examined in relation to consumption processes and activities used by marketers and public policy actors to influence consumer behavior.
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  • MKT 370: Selected Topics in Marketing

    4.00 Credits
    The College of New Jersey

    Note: Each time this course is offered, the specific topic and course prerequisites will be announced. An opportunity to pursue, in a structured setting, a topic of current interest or specialized focus not available in scheduled business courses. (Course context will vary; course may only be taken for credit twice.)
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  • MKT 371: Professional Selling

    4.00 Credits
    The College of New Jersey

    Prerequisite: MKT 201 Develops an understanding of the role of personal selling within the context of the marketing function and the organization, as well as the process of selling products/services to businesses. The course develops key selling skills, namely listening, questioning, understanding, presentation, objection handling, closing, and relationship-building. Applications include critiques of selling activities in cases and videotapes, selling in a role-playing exercise, and a selling decision-making simulation.
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  • MKT 372: Advanced Professional Selling

    4.00 Credits
    The College of New Jersey

    Prerequisites: MKT 201 and MKT 371 Builds upon the knowledge and skills of the introductory professional selling course. Content emphasis is upon the concepts of strategic account management, customer relationship management, consultative selling, and customer problem diagnosis in a variety of customer situations. Activities designed to increase the student's persuasiveness and logic in the selling interaction, which requires enhancement of questioning, listening, and speaking skills. Activities are also designed to enhance organizing, analysis, and problem-solving skills.
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  • MKT 375: Sales Management

    4.00 Credits
    The College of New Jersey

    Prerequisite: MKT 201 and MKT 371 This course develops an understanding of the functions and strategies employed in the management of sales persons as applied to industrial, institutional and retail markets. Students gain an understanding of how personal selling fits into the overall marketing mix and marketing strategy of a firm. Sales management will be studied through its functions of planning, budgeting, selecting, recruiting, training, motivating, compensating, delegating and evaluating of salespersons.
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  • MKT 380: Advertising

    4.00 Credits
    The College of New Jersey

    Prerequisite: MKT 201 Examination of advertising, both as a form of persuasive communication and as one of the tools used to accomplish marketing objectives. As a form of persuasive communication, the course considers the different ways advertising may work. As a marketing communications tool, the course provides students with a thorough understanding of the advertising management process, including the setting of objectives, budgeting, and creative and media strategy.
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  • MKT 391: Independent Study in Marketing

    1.00 - 8.00 Credits
    The College of New Jersey

    Prerequisites: Permission of instructor and department chair An opportunity to engage in individual or small-group directed readings or study, not otherwise available in the curriculum, under the supervision of a faculty advisor. Student must have a minimum grade point average of 2.5.
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  • MKT 393: Independent Research in Marketing

    1.00 - 8.00 Credits
    The College of New Jersey

    Prerequisites: Permission of instructor and department chair An opportunity to engage in individual or small-group projects or studies, not otherwise available in the curriculum, under the supervision of a faculty advisor. The experience should result in a paper which is either published or formally presented. Student must have a minimum grade point average of 2.5.
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