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Course Criteria
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3.00 Credits
This foundational selling course takes a holistic approach to selling and the sales process, emphasizing sales strategies and techniques from a need-satisfaction perspective. Topics will include sales careers, the role of sales in an organization, communication and influence skills, ethics and social responsibility, and the selling process. Students will have an opportunity to apply the selling process, including pre-call research, prospecting, uncovering needs and buying motives, presenting sales messages, negotiating, and gaining commitment through exercises and role-plays. Prerequisite: MKTS 205 Course Objectives Upon successful completion of the course, students will be able to: (1) Describe sales and its foundations of influence and persuasion. (2) Examine the role of selling in an organization, including ethical and legal responsibilities to the organization and its stakeholders. (3) Identify, explain, demonstrate, and evaluate the elements of a sales process, including pre-call research, prospecting, uncovering needs and buying motives, presenting sales messages, negotiating, and gaining commitement. (4) Explore career opportunities in sales.
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3.00 Credits
The internet and related technology skills are required by most business today - particularly in the realm of marketing. You'll learn the basic language of the online marketing ecosystem including advertising, search engine optimization/management, analytics, content development/deployment and social media. This is a hybrid course, combining online learning with in-person implementation of learning with real clients during our class time. Dual Listed with SAEM 210. Prerequisites: SAEM 202 or BMGT 205. Course Objectives Upon successful completion of the course, students will be able to: (1) Apply basic marketing skills including research, segmentation, and strategic development to digital assets. (2) Understand, evaluate and implement conclusions from current internet marketing research. (3) Ascertain the impact of technology on promotion and communications. (4) Implement research and best practices in designing and presenting a digital marketing plan. (5) Comprehend the importance of representing diverse constituencies in marketing materials and conducting business in a socially responsible manner. (6) Develop a professional sense of ethical decision making and problem solving in marketing and its related areas.
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1.00 Credits
This class will prepare students for entry into the professional world of marketing and sales by developing foundational skills in interviewing and marketing themselves utilizing resumes, cover letters, social media, and e-portfolios. Prerequisites: Marketing & Sales Major, MKTS 205. Course Objectives (1) Demonstrate the expectations of a professional work environment, including timeliness relative to attendance and deadlines, quality work output, and apperciation for diversity/inclusion. (2) Practice mock interviews and related exercises to prepare for internship, cooperative edcuation, and job oppurtunities. (3) Analyze an organization and related industry, including its history, hiring practices, marketing/sales practices, and current industry and marketplace trends, and theorize the impact of these elements on future business practices. (4) Assess and enhance their electronic network and online presence. (5) Create a professional electronic portfolio for career self-marketing, including cover letter, resume, reference list, and related sample materials utilizing accuracy and honesty.
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3.00 Credits
No course description available.
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3.00 Credits
An introduction to the tools and techniques for successful competition in the international marketplace. Clarification of such issues as marketing objectives; environmental and competitors' analyses; and product, pricing and promotion strategies applicable to a variety of national settings. Prerequisite: BMGT 205, BMGT 303. Course Objectives Upon successful completion of the course, students will be able to: (1) Explain/define the term global marketing (2) Describe the role of global marketing in American business and in the global economy (3) Describe the influence of global marketing on competition and the free market society (4) Describe the issues of ethics and social responsibility in global marketing (5) Discuss the social and cultural environments of global marketing (6) Discuss the political, legal, and regulatory environments of global marketing (7) Recognize the importance of global information systems and market research (8) Debate the advantages and disadvantages of global marketing methods (9) Debate the differences in global market entry strategies (10) Debate the importance of the global marketing mix in marketing management (11) Describe global marketing communications (12) Debate the relationship between global marketing and globalization
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3.00 Credits
Understanding decision processes and the buying behavior of consumers and organizations guides development of marketing and sales initiatives. In this course, concepts, theories, and frameworks will be introduced to understand buyer behavior and its implications for marketing and sales decision-making. Prerequisite: MKTS 205 Course Objectives (1) Describe concepts , theories, and frameworks related to buyer behavior in the marketplace. (2) Differentiate organizational markets and business buyer behavior from consumer markets and consumer behavior. (3) Examine the relationship of buyer behavior to marketing decisions, including target market selection and the design of a marketing program. (4) Critique marketing strategies within the context of desired buyer behavior.
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3.00 Credits
Building on the foundational class, this course will focus on advanced instruction in selling techniques with an emphasis on needs analysis, buying motives, influence, and creative problem-solving, preparing students for success in entry-level professional selling positions. It will provide an opportunity for students to apply selling skills through extensive role-playing and practical application. Prerequisites: MKTS 205, MKTS 206. Course Objectives (1) Demonstrate intermediate-level sales techniques. (2) Examine adaptive selling and the role of communication styles in adaptive selling. (3) Assess professional selling theories and approaches. (4) Formulate a sale approach for an experiential sales engagement.
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3.00 Credits
Marketing and selling oneself is important in many aspects of personal and professional development, particularly in the fields of marketing and sales. In this course, students will build their own professional personal brand and conduct business with appropriate and expected etiquette. Marketing and sales concepts and theories, including the marketing mix and sales process, will be used for personal brand development and business development. Prerequisites: MKTS Major, MKTS 205, MKTS 206. Course Objectives (1) Identify and use business appropriate communications and etiquette for networking, meetings, presentations, and development of client relationships in a diverse world. (2) Apply marketing and sales skills within the context of business development. (3) Integrate ethical decision- making and problem-solving in marketing and its related areas. (4) Develop and execute a professional personal brand.
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3.00 Credits
This course emphasizes the role of systematic information gathering and analysis for marketing decision-making with an emphasis on the analysis and interpretation of primary and secondary data. Principles of marketing analytics will be covered, with a focus on translating data into meaningful business insights and strategy. Data privacy and ethics will also be considered. Case studies and/or client-based projects will be utilized.Prerequisites: MKTS 205 Course Objectives Upon successful completion of the course, students will be able to: (1) Identify and explain the role of systematic information gathering and analysis in making marketing decisions. (2) Examine and assess qualitative and quantitative research methods. (3) Critically evaluate a business problem to determine the appropriate analytical technique. (4) Design a research proposal by translating a marketing problem into a feasible research question. (5) Conduct a basic marketing research study by implementing the steps needed to obtain marketing insight data analysis,including defining research problems, collecting and managing customer data, conducting appropriate analyses, and interpreting analytic results.
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3.00 Credits
Innovation is essential to the long-term success- and even survival- of most organizations. Effective, ethical marketing offerings solve problems and satisfy needs, and ongoing product development efforts require creativity and innovation. This course introduces and explores innovation as a management process, investigating the role of creativity in innovation, value creation through innovation and product development, and the product development process. Prerequisite: MKTS 205 Course Objectives (1) Describe the new product development process. (2) Examine the role of creativity in innovation. (3) Analyze the nature and techniques of innovation in new product development. (4) Utilize an innovative product development process to design a market offering that addresses a market need/business problem.
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