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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