MARS - MARKETING &  SALES TECHNOLOGY

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

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Last Updated: 5/5/14