Marketing Course Description 

3110 PRINCIPLES OF MARKETING (3)
Prerequisites: Junior standing.
Description and analysis of marketing from a managerial systems perspective. Emphasis on vocabulary, principles, concepts and strategies relative to customer selection and satisfaction via the right product, distribution channels, promotion, and price.

3200 PRINCIPLES OF SALES (3)
An introductory course in the principles and concepts of sales, the strategy and management of sales, and current sales practices and trends. Includes customer analysis, sales openings, effective communications, handling objections, sales closes, and improving customer satisfaction.

3600 BUSINESS-TO-BUSINESS SALES (3)
This course introduces the fundamentals on building and managing relationships with business customers. It will cover business-to-business management issues, with an emphasis on topics at the mid-to-upper management level. Includes cold calling, qualifying prospects, maximizing referrals, developing relationships, and business marketing strategies.

3620 PRINCIPLES OF ADVERTISING (3)
Prerequisites: MKTG 3110.
An introductory course in advertising focusing attention on general principles and advertising techniques. Social and economic role of advertising; planning the advertising campaign; the role of research and other methods of gathering information; creating messages; and using advertising effectively.

3630 PRODUCT MANAGEMENT AND NEW PRODUCT DEVELOPMENT (3)
Prerequisites: MKTG 3110.
The development of competitive products and strategic brands through the product cycle, including new product development. The role of the product brand manager in developing strategies for product and product lines.

3650 RETAIL SALES AND MERCHANDISING (3)
This course introduces marketing and management principles, as well as ways in goods and services and are promoted. Include retail promotional planning such as communication theory, corporate and business image, target markets, and competitive marketplace stance.

3705 ENTREPRENEURIAL SALES AND MARKETING (3)
Prerequisite: MGMT 2520 Small Business Management and Entrepreneurship.
The planning and execution of a sales and marketing strategy, including basic market analysis and segmentation, in the entrepreneurial business setting. The use of guerilla marketing techniques, as well as the internet and social media technology, will be explored.

3750 CHANNEL OF DISTRIBUTION ANALYSIS (3)
Prerequisite: MKTG 3110.
Management of the channel of distribution as part of the marketing mix. Channel of distribution for both consumer and industrial goods will be analyzed with detailed study of two major middlemen, retailers, and wholesalers.

3770 MARKETING COMMUNICATIONS AND PROMOTION (3)
Prerequisites: MKTG 3110.
Management of the overall promotional effort as part of the marketing mix. Special emphasis on the interrelationship and coordination of advertising, personal selling, sales promotion, and public relations. Detailed examination of techniques and procedures used in the communication process.

3780 CONSUMER BEHAVIOR (3)
Prerequisites: MKTG 3110.
Description and analysis of consumer motivation and buying behavior from a business perspective. Emphasis on cognition, affect, behavior, environmental influences, and the decision process. Buyer behavior models and theories are explored.

3790 SALES ADMINISTRATION AND CONTROL (3)
Prerequisites: MKTG 3110.
Principles and techniques in the management of the sales effort. Management of the sales force including selection, recruiting, training, motivation, sales forecasting, sales budgets, relation of selling to advertising and sales promotion.

3840 PHYSICAL DISTRIBUTION AND MARKETING LOGISTICS (3)
Prerequisites: MKTG 3110.
An examination of the issues relating to the transportation, inventory, purchasing, storing and control of products in a marketing channel.

4200 ADVANCED SALES TECHNIQUES/4 (3)
Prerequisites: MKTG 3200.
An advanced selling course in the principles and concepts of sales with a focus on relationship and consultative selling. Includes value-added, major account, and team selling, as well as negotiating skills. Lab includes videotaped role play presentations, written sales proposals, and computer simulation on major account selling.

4820 INTERNATIONAL MARKETING (3)
Prerequisites: MKTG 3110, FIN 2660, and senior standing.
Exploration of the marketing of products and services in more than one nation. Emphasis placed on marketing opportunities, market entry strategies, and the application of the marketing mix in the foreign environment.

4830 MARKETING RESEARCH (3)
Prerequisites: MKTG 3110, QBA 2000.
Principles, procedures, and techniques involved in planning research studies and in gathering, analyzing and interpreting research data used in the solution of marketing problems. Writing emphasis course.

4880 ADVANCED MARKETING MANAGEMENT (3)
Prerequisites: Admitted major or minor. Senior standing plus completion of MKTG 3110 and 9 hours of marketing.
A case method course dealing with the problem solving and decision making activities of the marketing executive. Particular attention is given to planning and organizing marketing strategy and understanding concepts. (A writing emphasis course).

4900 SPECIAL TOPICS IN MARKETING (1 - 3)
Prerequisites: MKTG 3110 or consent of the instructor.
An exploration of special topics or current issues in the field of marketing. Offered irregularly. May be repeated for a maximum of six credit hours under different topics.

4990 INDEPENDENT STUDY AND SPECIAL PROBLEMS (3)
Prerequisites: Senior standing and consent of the department.
Designed for independent research and study of special marketing problems. A comprehensive research paper is required. Maximum of two enrollments, not in the same term, for a total of six credit hours.