Courses Offered

 

MKTG 3300 – Professionalism for Sales and Marketing
Principles and techniques of professionalism for the individual sales and marketing executive, and the management of professional image and conduct.

MKTG 3350 – Principles of Marketing
Introduction to the structure and functions of the marketing system of the economy and to marketing practices of organizations. Includes examination of the environments of marketing decision making, marketing institutions and agencies, and marketing practices of organizations.

MKTG 3353– Professional Selling
An examination of the requirements and responsibilities of professional sales reps, including knowledge and skill requirements, market development, preparation, effective sales communications, and customer relations.

MKTG 3361– Physical Distribution
Examines the marketing and cost-saving opportunities in the physical movement of goods between supplier, manufacturer, and consumer. Specific functions such as transportation, warehousing, packaging, material handling, order processing, and others will be studied and integrated into various distribution strategies.

MKTG 4351– Sales Management
Administration of the professional sales force. Includes recruitment, selection, training, organization, motivation, compensation, and control of sales staff.

MKTG 4370 – Business-to-Business Marketing
Cases and concepts of marketing products from one business to another. This course includes strategies and techniques for the development of product policy, pricing, promotion, and distribution of business products.

MKTG 4355 – Advanced Selling techniques
Advanced techniques of salesmanship, field application of selling techniques, improving communications skills. Key focus is key account selling and relationship management. Problem solving as the basis of consultative selling. Business-to-Business emphasis.

MKTG  4395 – Cooperative Education
The application of sales concepts and techniques in a field setting. A written project, designed in consultation with the faculty member, and a minimum of 200 hours with a participating employer during the semester are required. Work hours, activities and responsibilities are dependent on work experience and are specified in advance.