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Course Criteria
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3.00 Credits
An examination of the marketing function within organizations marketing goods and/or services to other organizations (rather than final consumers). Major emphasis on business buyer behavior and the business marketing environment as key factors shaping business marketing strategy development, planning, implementation, and control. Prereq: MKTG 201 or MKTG 305. Sp
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3.00 Credits
The application of marketing theories and practices to the leisure and tourism industries. Emphasis will be placed on the psychology of leisure pursuits and tourism. Discussions will include, but not be limited to sports marketing, the marketing of destinations/events, and travel psychology. Prereq: MKTG 305 or MKTG 201. Sp
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3.00 Credits
Study of the sales function in a marketing organization, development of techniques for making an effective sales presentation, and developing and maintaining account relationships. The course also will review major sales management functions including organization, allocation, recruitment, selection, training, motivation, compensation, and sales force evaluation and control. Prereq: MKTG 201 or MKTG 305. Sp
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3.00 Credits
This course focuses on the integration of state-of-the-art interactive technologies into the design and implementation of marketing programs for the new millennium. The functions of market identification through customer analysis, and the planning and implementation of conception, pricing, promotion and distribution of ideas, goods, and services to satisfy the market benefit immensely from the capabilities of the rapidly developing information technology (IT) infrastructure. The course also includes introduction into different techniques for differentiating products and services and developing systems to focus on the market niche, establishing interactive links to customers, retrieving online information from customers, and using data mining for market research. Prereq: MKTG 201 or MKTG 305. F
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3.00 Credits
The systematic, objective, and exhaustive search for and analysis of data relevant to problems in the field of marketing. Attention is given to marketing research procedures such as project design, sampling, data collection, data analysis, and reporting. Management’s treatment of and reliance upon this important marketing tool are considered. Prereq: ECON 265, MKTG 305, and senior standing. F
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3.00 Credits
The course is designed to help students prepare to face the changing sales environment of many organizations, brought by fierce global competition. Students are introduced to sales management concepts, terms, and the management of field sales force. The course will highlight the broad domain of sales management, skills to handle increasing demands of buyers, and career opportunities in sales management. The course will provide students with an appreciation of the ethical issues involved with sales management. Prereq: MKTG 201 or MKTG 305. Sp
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3.00 Credits
Policies, practices, and problems of efficiently operated retail stores, including the study of such areas as store location, layout, organizations, merchandise planning and control, pricing, buying, and sales promotion. Prereq: MKTG 201 or MKTG 305. F
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3.00 Credits
Application of problem-solving in the area of marketing management, emphasizing planning the marketing effort, management of the marketing organization, and control of marketing operations. Prereq: completion of at least nine hours in marketing and senior standing. Sp
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3.00 Credits
Approaching organizations’ communication issues through the integration of advertising, marketing, and public relations strategies and techniques. Team project required. Cross-listed as PRL 461 and ADV 441. Prereq: senior standing and six hours from ADV 241 or PRL 261 and MKTG 201 or 305. Sp
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3.00 Credits
The whole of enterprise, comparative marketing, and transport institutions and systems in selected foreign countries and the United States. The managerial and operational problems of world enterprise, with emphasis on the role of ethnic and cultural differences in influencing marketing strategy. Case studies will be used. Prereq: MKTG 201 or MKTG 305. F
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