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Course Criteria
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3.00 Credits
P: BUS M301, BUS M303. Survey of theory and methods of marketing directly-without intervening distribution intermediaries-to consumers and business/industrial customers. Particular emphasis given to applications of existing and emerging computer, communications, and other technologies; behavioral trends and other uncontrollable factors; and balancing of both analytical skills and creative talent.
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3.00 Credits
P: BUS M303 or BUS M300 (offered at IUB and IUPUI) and PSY P101 or PSY P102. Examination of marketing problems, decision methods, and philosophies involved in the marketing of industrial goods and services. Differences, similarities, and interrelationships between consumer and industrial marketing.
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3.00 Credits
P: BUS M301. Major management problems in retail institutions. Treatmentof retail/marketing strategy design and problems related to financial requirements, buying, inventory, pricing, promotion, merchandising, physical facilities, location, and personnel. (Fall)
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3.00 Credits
P: BUS M325. Emphasizes the activities and problems of first-line field sales managers. Includes organizing the sales force, recruiting, training, compensation, motivation, sales techniques, forecasting, territory design, evaluation, and control. Lecture and case studies. (Spring)
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3.00 - 6.00 Credits
P: BUS M301 and junior or senior standing, and approval of the director of undergraduate studies and student's faculty advisor. Work experience in cooperating firm or agencies. Comprehensive written report. Grades of A, S, or F assigned by faculty. (Fall, Spring, Summer)
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1.00 - 3.00 Credits
P: permission of the director of undergraduate studies and student's faculty advisor two weeks before enrollment. Supervised individual study and research in student's field of interest. The student will propose the investigation desired and, in conjunction with the instructor, develop thescope of the work to be completed. Comprehensive written report required. (Fall, Spring, Summer)
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3.00 Credits
Nature of risk; insurance as method of dealing with risk; property, liability, life, and health insurance; insurance as an economic and social institution. (Spring)
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3.00 Credits
P: BUS A202, CSCI A106, ECON E103, ECON E104, ECON E270, MATH M118. Role of production in a business enterprise; basic types of production processes used in industry. Emphasis on application of economic principles and analytical techniques to decisions made by the operations manager of any business. (Fall, Spring, Summer)
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3.00 Credits
P: BUS F301, BUS M301, BUS P301, BUS Z301, CSQ A106. An integrative course designed to provide the student with an opportunity to synthesize analytical skills and knowledge developed in the basic functional fields of business. (Fall, Spring, Summer)
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3.00 Credits
Primarily for those interested in creating a new business venture or acquiring an existing business. Covers such areas as choice of a legal form, problems of the closely held firm, sources of funds, preparation of a business plan, and negotiating. (Spring)
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