Marketing

Classes

MAR 101 : Principles of Marketing

This course emphasizes the global perspective in marketing principles. The course presents basic marketing concepts, marketing functions, institutions, policies, and marketing systems as they relate to the challenges of diverse cultures and the global business environment. Three lecture hours per week.

Credits

3
Upon successful completion of this course, students will be able to: 1. Explain how culture, economics, legal requirements, political activity, technology, the internet and the news media affect the operation oforganizations in a global environment. 2. Demonstrate the skills needed to develop ideas and make decisions based on ethics, proper research, analysis, and critical thinking. 3. Apply basic marketing principles to recommend and develop a strategy to solve a marketing business challenge. 4. Demonstrate the interpersonal skills to communicate effectively through discussing course material with fellow students, developing a written marketing project, presentations, and conducting constructive peer-to-peer feedback.

MAR 114 : Sales Principles

This course focuses on the changing, dynamic nature of professional selling and the people who choose a career in it. The course emphasizes the salesperson, the company and sales techniques. Recommended: MAR 101 first. Three lecture hours per week.

Credits

3
1. Improve the understanding of personal selling as a major function within the marketing and promotional mix of an organization 2. Develop an understanding of identifying and profiling a target audience 3. Develop an understanding for effective prospecting and sales call planning 4. Develop skills to conduct an effective need assessment 5. Strengthen the knowledge of the principles of selling 6. Ethical and legal issues in relationship selling 7. Develop and understand value added selling 8. Develop an understanding of negotiation techniques 9. Understand the importance of communication in the selling process 10. Develop an understanding of value added selling Relationship selling

MAR 253 : Sales Management

The course is designed to provide students with the background that will enable them to be more effective managers at all levels in a firm. Emphasis is placed on the planning function of management involving methods used in sales analysis and planning. Principles of management as they relate to the sales organization are reviewed and sales management activities involved in maintaining an effective sales force are detailed. Prerequisite: C or better in MAR 101 and MAN 101 or permission of department chair. Three lecture hours per week.

Credits

3
Student Learning Objectives 1. Realize the importance of sales management in meeting company’s revenue expectations, distribution strategies and market penetration goals. 2. Understand all elements of the personal selling process 3. Identify and apply all of the elements needed in a sales management plan including the organizing, directing, staffing and training of a sales force 4. Differentiating strategies for developing quotas and metrics used to create and measure the effectiveness of sales territories 5. Evaluating sales performance using a number of metrics 6. Understanding the ethical and legal responsibilities of sales managers 7. Applying the process of sales forecasting and budgeting when making staffing and sales territory decisions

MAR 255 : Advertising Procedures

An introduction to advertising, including types of advertising, planning and preparation of advertising, and evaluation and selection of media. Recommend MAR 101 first. Three lecture hours per week.

Credits

3
Upon successful completion of this course, students will be able to: 1. Understand the role in which advertising and public relations plays in an organization's communications plan and in today's competitive global economy 2. Understand the processes companies use to develop and assess ad campaigns and media buying 3. Understand the various elements of an ad and their importance to supporting a company' positioning of its products/services 4. Discuss the factors that affect the creation of ads, both from a creative, as well as a logistical standpoint 5. Identify target audiences, key messaging, copy content, and calls to action 6. Understand the various mediums that companies use to deliver their messages 7. Understand the role that public relation plays in today's dynamic advertising campaigns and the relative importance of PR in shaping our perceptions of various companies 8. View ads differently and to begin asking yourself why companies are targeting you as a consumer with certain types of ads 9. Discuss and explore the various ethical issues relative to advertising, particularly our expectations as consumers 10. Identify and assess current advertising campaigns currently being used in the marketplace and discuss the effects on the individual company's sales growth and brand development