MARS - MARKETING & SALES TECHNOLOGY

Department of Business Technology (UCT)


MARS - 1010 MARKETING PRINCIPLES
[3 hours] A theoretical and practical understanding of marketing issues from both a micro and macro perspective: environmental forces, ethical and social responsibility, consumer buying behavior, target market analysis, market segmentation, branding and packaging, promotion, advertising, personal selling and pricing decisions.


MARS - 1110 PERSONAL SELLING
[3 hours] Emphasis is placed on the effective techniques of personal selling. These include: prospecting, qualifying customers, building product knowledge, understanding presentation techniques, overcoming customer objections, closing sales and customer follow-up. Special emphasis is placed on selling as a persuasive marketing activity.


MARS - 1720 SALES FORCE MANAGEMENT
[3 hours] Analysis and examination of the sales management function in the consumer and industrial markets. Organizing, recruiting, selecting, hiring, staffing, training, compensating and evaluating an outside sales force.


MARS - 2010 MARKETING COMMUNICATION
[3 hours] Focuses on developing integrated marketing communications plan. Includes role of advertising strategy, audience analysis, development of media plans, creative execution, coordination of sales promotion techniques, and publicity tools. Prerequisite: MARS 1010


MARS - 2110 MARKETING MANAGEMENT
[3 hours] Primary focus is on development of marketing strategies. Students required to develop a marketing plan based on marketing opportunity of personal choice. Prerequisite: MARS 1010


MARS - 2120 INDUSTRIAL MARKETING MANAGEMENT
[3 hours] Primary focus on development of strategies for business-to-business markets. Case approach used to study distinctions between industrial and consumer demand and general characteristics that influence industrial buying behavior. Prerequisite: MARS 1010


MARS - 2210 SERVICES MARKETING
[3 hours] Focuses on framework for understanding key issues/differences of services marketing. Nature of services marketing presented through traditional 4 Ps supplemented by issues unique to service encounters. Brings together principles of service marketing, human resources management, and operations management. Prerequisite: MARS 1010


MARS - 2940 MARKETING AND SALES FIELD EXPERIENCE
[3 hours] Independent field experience is designed to provide a student the opportunity to observe marketing and/or sales and retail management activities first-hand in an appropriate employment setting. Students meet with the instructor at prearranged times to discuss progress and learning outcomes. Prerequisite: MARS 1010


MARS - 2990 INDEPENDENT STUDY
[1-3 hours] Students will study a marketing/retail-related subject mutually agreed upon between the student and instructor. The format may include lecture, computer lab, and/or practical experience. Prerequisite: permission of instructor

Last Updated: 5/5/14