Courses Catalog

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MARKETING (MKTG)
For Undergraduates Only.

2200. SALESMANSHIP. (3-3-0). Selling, sales techniques, sales role-playing, and characteristics of a good sales person. History of selling and the salesperson's role in our economy included to provide a deeper understanding of the contributions made by the American salesman. 

3230. PRINCIPLES OF MARKETING. (3-3-0). Marketing functions, channels of distribution, marketing institutions, marketing analysis, price determinants, marketing trends. Prerequisite: junior standing, Economics 2010, or consent of instructor.

3820. MARKETING PROMOTIONS. (3-3-0). Communication problems inherent in flow of marketing information; advertising, sales promotion, sales analysis, marketing research. Prerequisite: 3230.

3900. SERVICES MARKETING. (3-3-0). Developing, pricing, distributing, and promoting the service; control of quality of customer encounters through service automation and/or employee selection and training; place of marketing in service organization structure; strategic implications of structure of service industries. Prerequisite: 3230.

4100. MARKETING MANAGEMENT. (3-3-0). Elements of marketing; relationship of marketing problems to policy decisions in other divisions of business organization; recent developments and oral presentation. Prerequisite: 3230.

4200. PERSONAL SELLING. (3-3-0). The principles of the personal selling process, analysis of the market and the product, development and delivery of the sales presentation, and relationship building. Prerequisite: 3230.

4350. RETAIL MANAGEMENT PROBLEMS. (3-3-0). Retailing functions in large and small establishments; personnel selection, training and supervision; logistics; merchandise management; relations with suppliers; management of non-merchandising functions. Prerequisite: 3230.

4370. CONSUMER BEHAVIOR. (3-3-0). Behavioral theories relevant to consumer motivations and buyer behavior. Psychology, sociology and anthropology as aids to the development of marketing policies and strategies. Prerequisite: 3230.

4440. MARKETING RESEARCH. (3-3-0). The academic and applied elements of marketing research, including modeling, sampling, survey, instrument design, data collection, computer-based data analysis and data presentation. Prerequisites: Marketing 3230 and Business Administration 2120 or Marketing 3230 and SSTA 3810.

4500. INTERACTIVE AND INTERNET MARKETING. (3-3-0). Theoretical and applied concepts and practices related to interactive and Internet marketing. Prerequisites: Marketing 3230 and junior standing.

For Undergraduates and Graduates

4450. PURCHASING AND SUPPLY MANAGEMENT. (3-3-0). Principles of purchasing and supply management applicable to manufacturing and service organizations with an emphasis on electronic purchasing (e-purchasing). Topics include the purchasing process, organization, strategy, buyer-supplier relationships, supplier selection and management, negotiation, cost/price analysis, quality, global sourcing, inventory, transportation, public purchasing, and legal and ethical issues. (This course is the same as MGT 4450.) Prerequisites: MGT 3220, MKTG 3230.

4460. SUPPLY CHAIN MANAGEMENT. (3-3-0). Principles of supply chain management applicable to manufacturing and service organizations. Topics include supply chain planning - forecasting and inventory, supplier management, physical distribution, logistics, transportation, coordination in the supply chain, the purchasing process, and e-business and the supply chain. (This course is the same as MGT 4460.) Prerequisites: MGT 3220, MKTG 3230.

Accounting | Business Administration| Computer Information Systems | Economics
Finance | Management | Marketing | Office Administration