MKTG 373: Sales Administration |
| This course introduces the fundamentals of salesmanship and the problems confronted by the sales manager. Emphasis will be placed on developing an understanding of production planning, pricing, market analysis and specific areas of sales management. Attention will be given to management of the sales force, recruitment, selection and ethical considerations. |
Prerequisites: MKTG 371
Credits: 3
|
MKTG 374W: Research Applications in Marketing |
| This course examines the methods used by business
management to obtain the information needed to support marketing decisions: selection of target market, design of product, distribution,
promotion, and pricing policy. These methods
include exploratory (qualitative) research,
conclusive (quantitative) research, sampling
theory and application, and various statistical
techniques used to support marketing research. |
Prerequisites: QSIS 284 and MKTG 371
Credits: 3
|
MKTG 443: International Marketing |
| This course helps students develop skills in analyzing economic and non-economic factors for identifying and evaluating foreign market opportunities; this course will allow students to become familiar with different approaches for segementing international markets; it will encourage students to develop skills in formulating product, price, distribution, and promotion strategies in the context of business outside the United States; and this course will help develop skills in undertaking international strategic marketing planning. |
Prerequisites: MKTG 371
Credits: 3
|
MKTG 471: Services Marketing |
| This course focuses on the marketing of services and the techniques necessary to improve customer service. It is taught from the perspectives of both marketing managers and customers. Students will develop a broad knowledge base regarding the following marketing concepts: customer expectations, complaint behavior, measures of customer satisfaction, relationship marketing, servicescapes, collaborative service culture, discretionary collaborative behavior and service rules. Upon completion of the course, students will understand not only how to effectively market a service, but also how to get the best service. |
Prerequisites: MKTG 371
Credits: 3
|
MKTG 475: Consumer Behavior |
| This course encourages the student to develop an understanding of the consumer from the perspective of the marketing manager. The course explores the factors that affect the consumer, which range from a macro level (the effect of the physical and social environment on the consumer) to a micro level (knowledge, attitudes, and actions of the individual consumer). Segmentation, positioning, and marketing mix strategies are discussed in relation to consumer behavior theories. Mini-projects are assigned to allow the student to apply theoretical concepts to real world experiences. |
Prerequisites: MKTG 371
Credits: 3
|
MKTG 476: Product Management |
| This course examines methods and tools leading to successful product development and commercialization, as well as the maintenance of existing products and product lines, including product positioning, design, marketing mix, testing, forecasting and
product launch, plus product strategy and product life cycle management, using case studies and computer simulations. |
Prerequisites: MKTG 371 and MKTG 374
Credits: 3
|
MKTG 477W: Strategic Marketing Planning |
| The capstone marketing course is designed to
enable the student to apply acquired marketing
knowledge and expertise to real world opportunities.
The case method is employed using marketing
situations that illustrate opportunity analysis,
marketing environments, product management,
communication planning, pricing and distribution
strategies, and global planning. Students demonstrate
decision making skills through learning to
identify and define a marketing problem, analyze
and evaluate it, and prepare recommendations concerning
implementation for the organization and its
environment. |
Prerequisites: MKTG 371, MKTG 373, MKTG 374, MKTG 476, and MKTG 478 or MKTG 479
Credits: 3
|
MKTG 478: Business-to-Business Marketing |
| This course focuses on business-to-business marketing. The course will demonstrate the differences between industrial and consumer marketing; how industrial marketers evaluate their marketing environments, including an understanding of customers and competitors, supply chain management, market research, and new product development. |
Prerequisites: MKTG 371
Credits: 3
|
MKTG 478: Business-to-Business Marketing |
| This course focuses on business-to-business marketing. The course will demonstrate the differences between industrial and consumer marketing; how industrial marketers evaluate their marketing environments, including an understanding of customers and competitors, supply chain management, market research, and new product development. |
Prerequisites: MKTG 371
Credits: 3
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