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  • BUS 357: Principles of Sales

    3.00 Credits
    Stony Brook University

    Presents the skills to be successful in an extremely competitive business sales environment. Includes customer qualification, prospecting, sales message, sales demonstration, handling objections, closing techniques, and telemarketing and customer service activities.
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  • BUS 358: Marketing Research

    3.00 Credits
    Stony Brook University

    Introduces marketing research tools that aid managers in marketing decision-making and how the marketing research process can be used to collect and analyze data and information to solve marketing problems. A strong applied orientation exposes students to marketing research in traditional areas such as market segmentation, product positioning, product design, brand perception, and sales forecasting, as well as emerging areas including customer satisfaction, customer relationship management (CRM), and on-line marketing.
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  • BUS 359: Consumer Behavior

    3.00 Credits
    Stony Brook University

    Examines the basic concepts underlying consumer behavior with the goal of understanding how these concepts can be applied in analyzing and solving marketing problems.
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  • BUS 360: Business Marketing

    3.00 Credits
    Stony Brook University

    Well over half of our economy flows through business-to-business (B2B) transactions but the nature of marketing from business to different organizations receives less attention than consumer marketing. This course examines marketing from business to businesses, government bodies, educational institutions, and non-profit organizations. Frameworks for understanding organizational needs and demands as well as their buying processes are considered. Customer Relationship Management (CRM) for organizational customers is presented and analyzed for implications into a field team approach to both marketing and sales.
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  • BUS 361: Retail Management

    3.00 Credits
    Stony Brook University

    This course focuses on the necessary concepts and principles of retailing involved in making retail and wholesale decisions. The course looks at retailing from both a consumer perspective (e.g., why does a consumer shop a particular retail outlet?) and a business-to-business perspective (e.q., how does the retailer decide which supplier to use?) Additionally, the course examines the various methods of retailing (e.q./ bricks and mortar, bricks and clicks) and how these methods have evolved and will evolve in the future. The content of the course is useful for students interested in working in the retail industry, as well as for students interested in working for companies that interface with retailers such as manufacturers of consumer products or for students with a general management or entrepreneurial interest.
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  • BUS 362: Principles of International Marketing

    3.00 Credits
    Stony Brook University

    Course incorporates functions of the marketing organization whose responsibility is to direct and lead the total international marketing enterprise. It addresses the 4 P's of marketing and other marketing principles and how they apply to global markets.
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  • BUS 363: Brand Management

    3.00 Credits
    Stony Brook University

    This course teaches students fundamental and leading-edge concepts in brand management. It will address the strategic importance of branding, provide theories and strategies for building, leveraging, and defending strong brands, and discuss current opportunities and challenges facing brand managers. The student will learn how to manage key relationships and functions that surround the brand, e.g. , advertising, promotion, public relations, licensing, product and package design. A capable brand manager has exceptional strategic, quantitative, interpersonal, and presentation skills, and must be comfortable with decision-making and leadership. The course will focus on the development and application of these skills in brand management via in-class learning, case discussion, and project work.
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  • BUS 365: Financial Management

    3.00 Credits
    Stony Brook University

    Show managers how to interface with accounting and finance departments, understand how firms meet their financial objectives utilizing financial decision-making. Explanation of financial tools and techniques, which can be used to help firms maximize value by improving decisions relating to capital budgeting, capital structure, and working capital management. Other related topics including multinational financial management, risk management, mergers and acquisitions.
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  • BUS 366: Money and Financial Institutions

    3.00 Credits
    Stony Brook University

    The characteristics of money and financial institutions within the financial system. Organization and operations of the Federal Reserve System, U.S. Banks and the U.S. Treasury. Details on how these financial institutions impact on the financial system. Determination of interest rates. Study of the framework and the management of banking and non-bank financial intermediaries.
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  • BUS 368: Marketing New Sustainable Products

    3.00 Credits
    Stony Brook University

    The development of new sustainable products and services represents one of the key processes firms can exploit to maintain and expand their market position in today's dynamic, global, environmentally sensitive world. New sustainable products and services are critical to successful growth and increased profits in many industries. In this course students learn how to use state-of-the-art management and research methods to identify markets, develop new product and service ideas, measure customer expectations and benefits, design profitable products and services, implement market tests, and track the success of new products and services through the life cycle. This course may not be taken for credit in addition to BUS 369.
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