Prerequisite: MGNT 3135
A critical examination of the challenges and opportunities provided
by professional selling. Selling concepts, tools, strategies and tactics
will be discussed, observed and practiced. Students are exposed to and
experience some of the problems faced and rewards earned by those in professional
sales.
MKTG 3215 Database
Marketing
3-0-3
Prerequisite: MGNT 2201
This course provides the student with the application of database management
to the challenges of relationship marketing. Students will receive training
on ACCESS software using a business database. They will then apply the
information from analysis of the database to design a relationship marketing
plan.
MKTG 3220 Buyer
Behavior
3-0-3
Prerequisite: MGNT 3135
This course provides an opportunity for study of the behavior of buyers
of business-to-business and consumer goods and services. Objectives include
(1) increasing the studentís understanding of buyers and their behavior
and (2) providing the student with experience in applying this knowledge
in marketing management decisions. Topics such as life style analysis,
organizational, individual and family decision making, consumerism, behavioral
models, attitude formation and change, information seeking, and market
segmentation will be explored using readings, projects and case materials.
MKTG 3225 Market
Research and Demand
3-0-3
Prerequisite: MGNT 3505
The purpose of marketing research is to generate information to improve
decision making. This course focuses on determining when research should
be conducted and designing the appropriate means for gathering and interpreting
information. The course examines issues from the perspective of both the
manager and the researcher by relying on extensive readings, cases, and
assignments.