GSMAR310. Principles of Sales
Designed to introduce students to the principles of selling and to the role of the professional salesperson in the marketing process. The course explores the characteristics and skills necessary for success in sales; techniques for identifying sales prospects and qualifying buyers; the importance of relationship building, product knowledge, and post-sales service in long-term, consultative-style selling; territory and sales management; and selling in the global marketplace.
MSMAR631. Internatnl.Marketng.Mgmt
International Marketing Management Strategic planning and management of resources including finished goods between nations, environmental factors, government controls, cultural influences, social and demographic factors. This course describes successful export marketing practices. It outlines main steps in establishing & maintaining a market overseas as well as pitfalls. Also includes guidelines on the activities which need to be carried out before setting up foreign oulets, & suggestions on maintenance of overseas networks.
PAMAR251. Principles of Retailing
This course is concerned with the principles and techniques underlying successful retail store operation. Subject areas include basic retail organization, store location and layout, selecting, buying and pricing merchandise, retailing mathematics, stock and inventory control, in-store handling of merchandise, sales promotion and personal selling, and customer services, including adjustments and credit.
PAMAR304. Industrial Marketing
Industrial Marketing: High-Tech Products and Services. This course investigates the relevance of traditional marketing methods to industrial products and services. Special attention is given to high-technology vs. nondifferentiated products/ service areas. Through lecture, group discussion, and case studies, you explore the psychology and methods of selling to and dealing with industrial buyers. Marketing to the federal government and special problems of international marketing are also discussed.
PAMAR305. Competitive Marketing
Competitive Marketing Strategies. This culminating course provides an opportunity to implement marketing planning to establish a competitive advantage for your company. Utilizing the case study method, you examine how companies develop, implement, and manage competitive marketing and corporate goals. You cover how to evaluate and assess the potential effectiveness of alternate competitive strategies as they relate to your company's mission, resources, and goals.
PAMAR307. Mrkting:Business-to-Bus.
Marketing:Business-to-Business. Examines the marketing of goods and/or services on a business-to-business basis. Special attention will be devoted to the adaptation of the marketing concept to this area of marketing. Product development, pricing, promotion, and distribution issues will be studied.
PAMAR309. Marketing the Arts
Focuses on one of the following topics each term: marketing the arts, fundraising and resource development for arts organzations, financial management for arts not-for-profits, and organizational management in the arts.
PAMAR310. Salesmanship
Introduction to the principles of selling. Concerned with influencing, persuading, or the leading of other individuals to buy goods and/or services. Useful for anyone considering a career in sales or sales management.
PAMAR318. Principles ofAdvertising
Principles and practcices of advertising, including the purpose of advertising, principles of copy, layout, mechanics, media, & a good campaign.
PAMAR320. EssentialsofAdvertising
Topics include how the advertising business works, writing advertising objectives, buyer behavior and advertising response media selecting criteria, how ads are made, media campaign planning, and measuring communicatins effectiveness.
PAMAR322. 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 involved in maintaining an effective sales force are detailed.
PAMAR323. Promo.Policies& Stratgs.
Discusses how advertising coordinates with other marketing activities and how consumers make buying decisions. Provides an understanding of the basics of researching, planning, designing, and evaluating advertising campaigns suitable to particular products and customers. Specifically provides an opportunity to learn and apply the functions of advertising agencies; how media buying is handled and the theories surrounding use of various media; the basics of layout, copy & print production; and methods used in measuring effectiveness of advertising messages.
PAMAR325. Advertising Media
Attributes of newspapers, magazines, television, radio, direct advertising, outdoor, and miscellaneous media and their use for various products and services. Includes analysis of space and time costs, circulation data, and preparation of schedules to fit specific advertising appropriations and objectives.
PAMAR326. Advertising Campaigns
Covers stimulation of demand; cooperative campaigns, manufacturer campaigns; institutional campaigns; the building of promotional programs; selection of media, accounting and statistical control of advertising; advertising research and measurement; and advertising agency organization, operations, and relations. Campaign preparation required.
PAMAR327. Advertising Layout
A study of the techniques used in building the printed advertisement and television storyboards including visualization of appeal, principles of design, indication of photography and illustration, color usage and production, typography as a design element and a study of the printing processes and paper stocks. Preparation of layouts for various media (includes the use of mock-ups and prototypes).
PAMAR328. Retail Advertising
Evaluating the retail environmental and planning advertising and sales promotion: estimating business potential, planning, budgeting, selecting media, checking ads, and evaluating results.
PAMAR329. Tele. & Radio Advertg.
Television and radio advertising, including network, regional, and spot facilities. Preparation of programs and commercials and tests of their effectiveness, station selection, time buying, and audience measurement techniques.
PAMAR330. International Advertg.
International advertising techniques, selection and use of media, translation problems, export catalogues and direct-bymail advertising, radio, television, and display advertising. A study is made of international advertising agencies and the extent of their services. Advertising problems peculiar to selected countries in Europe, Latin American, Africa and the Far East.
PAMAR332. Advertising Media Sales
Research and analysis of major media sales practices, including organization and preparation of radio, newspaper, television or magazine presentations for advertising clients.
PAMAR333. Adv. & Promotion Mgmt.
Advertising, public relations and promotion are systematically examined in terms of planning, executing and evaluating marketing programs.
PAMAR340. Foundtns of Direct Mrktg
An examination of the concepts, strategies and applications involved in direct marketing. Topics include the scope of direct marketing, launching direct marketing programs, planning and market segmentation, developing and managing products and services, promotion and multimedia plans, creativity production, pricing, customer service, and responses and performance measures. Analysis includes both industrial and final consumer direct marketing.
PAMAR341. Direct Marketing Mgmt.
A study of direct marketing from a managerial perspective. The course emphasizes cirect marketing strategies, techniques and the application of new technologies such as telemarketing and videotex. Microcomputer-based course assignments involving database maintenance and use and mailmerging require the use of the microcomputer lab.
PAMAR342. DirectMail&Dir.Resp.Adv.
This course examines in depth the specialized areas of knowledge relating to direct mail and other direct response media. It stresses the creation, production and testing of direct response advertising, and gives the student practical experience in the development of a complete direct mail and direct response media campaign, and in the preparation of mail order catalogues.
PAMAR343. DirectMarketing:Creative
The planning, development, and implementation of direct response programs. Identify the basic offer and translate that into the most appealing promise and tone for the identified target audience. Includes the development of packages for direct mail, catalogs, and broadcast media and the production of various elements.
PAMAR348. Marketing Channel Mgmt.
Functions, processes and marketing strategies involved in the movement and delivery of goods, through channels of distribution, to consumers and industrial users.
PAMAR351. Consumer Behavior
This is an interdisciplinary course which examines the various aspects of consumer buying behavior. Such fields as economics psychology, social psychology, sociology, and cultural anthropology are studies with reference to purchase decision criteria consumer motivation and attitude change. The course focuses on the implications of social science concepts for marketing strategy.
PAMAR361. Phys. Distribution Mgmt.
Movement and storage of goods, coordination and control of inventory, customer service, packaging, materials handling, facility location, flow of information, and transportation.
PAMAR411. Marketing Research
Techniques of marketing research and the role of the marketing research department in a business structure. Emphasizes the use of analytical techniques in the design and conduct of marketing research. Problem formulation, collecting and organizing respondent data; evaluation and use of research findings.
PAMAR412. Adv. Marketing Research
A workshop course in marketing research designed to provide the student with practical applications of the various principles of marketing research. A number of actual business problems which lend themselves to marketing research analysis are completed in the course of the term.
PAMAR421. Managerial Marketing
Application of management principles to the integrated function both internally within the various units of the marketing division and externally in coordination with other major divisions of the company.
PAMAR423. Advanced Advertising
An advanced analysis of advertising and its functions, organization, significant research, appeals, and creative and production elements with emphasis on communications, theory, media & campaigns.
PAMAR424. Advertising Copywriting
Examination and practice in various forms of advertising copywriting and their applications.
PAMAR428. Small Business Marketing
The small business manager should have a primary goal of developing satisfied customers. Understanding small business marketing is the foundation to achieve this goal. Recent research has clearly indicated that an overwhelming cause for small business failure can be traced to inadequate marketing. The Small Business Marketing course will provide the student with the tools to develop an approprate marketing program for a small business. Topics emphasized in this course include performing meaningful market research, determing pricing and promotional stratgies,selecting the right marketing channels.
PAMAR429. Plan & Grow New Ventures
Planning and Growing New Ventures. Focuses on how entrepreneurs turn small bussinesses into larger businessess. Includes planning, forecasting sales, increasing production, designing new products or services, designing distribution and managing a sales force, managing personnel, using strategic linkages with other companies to increase market presence, and working with a growing customer base. Discusses how to manage a small firm in hard financial times. Offers students an opportunity to develop comprehensive business plans for new or exisiting businesses as term projects.
PAMAR431. Product Management
Both the product and pricing facets of the marketing program are presented in detail. New product development, pricing, strategy, brand management, and product deletion decisions are central topics.
PAMAR432. Marketing & Product Inov
Marketing and Product Innovation. Marketing product successes and failures, environmental influences, market/product plans and the new product planning process. Development of a project starting with product idea and continuing through offering a new product/service.
PAMAR444. Strat.Mkt.Plan./Hosp.Ind
The application of strategic, management concepts and principles to marketing in the hospitality industry through lectures, discussions, and the development of case studies.
PAMAR446. Cost and Price Analysis
The techniques for determining proper price for purchased items: cost elements, estimating, and the government approach to formulation methods of pricing research, development, hardware, and services.
PAMAR451. International Marketing
The complexities of Product Design, distributing, foreign exchange and promotional activities in the foreign market place are thoroughly discussed. Emphasis is placed on the cultures of key representative countries and the changes which they dictate to the American marketing system doing business in foreign lands.
PAMAR452. International Mktg Mngmt
Analyzes the principles of planning, organizational control, and promotional actions involved in world business operations. Considers the rationale of the legal, tax, and accounting aspects of distributor or branch operations: short and medium term financing and credit as marketing elements.
TEMAR322. Sales Management
The role of sales management in marketing. Principles and practices in planning, organizing, and controlling the sales force. Selection, training, compensating, supervising, and motivating salespeople.
TEMAR323. Advertising
The essentials of advertising: functions, applications, current developments. The role of advertising in marketing. Management of the advertisement function, including principles of layout and copy, budget, evaluation of media, and the advertising department, the advertising agency, and ethical and legal aspects.
TEMAR331. Channels of Distribution
Survey of the channels of distribution or place area of the marketing mix. Topics include: seller distribution goals, policies and strategies; middlemen buying policies and practices and relationships with the sellers; channel leadership; channel systems; channel-design decision making; channel incentive, and promotion strategies and programs.
TEMAR411. Marketing Research
Fundamental concepts, principles, and practices in the area of marketing research. Topics include: problem definition; data collection methods; sampling; analysis of market research information; data sources; and survey planning.
TEMAR421. Marketing Mgt. Strat. I
Capstone review of the theory and practice marketing policy and strategy formulation for the business student who specializes in marketing. These two examinations may be taken independently of each other.
TEMAR422. Marketing Mgt. Strat. II
Continuation of Marketing Management Strategy I. Capstone review of the theory and practice marketing policy and strategy formulation for the business student who specializes in marketing. These two examinations may be taken independently of each other.
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