Marketing Department

Covers planning, direction, and control of the personal selling activities of an organization, including recruiting, selecting, training, equipping, assigning, routing, supervising, compensating, motivating, leading, and evaluating a sales force.

Examines philosophies, concepts, principles, and methods that must be employed to achieve maximum effectiveness and efficient.

Prepares students for business-to-business personal selling careers. Uses role-playing and experiential exercises to teach the latest strategies and tactics in prospecting and qualifying, planning sales calls, approaching prospects, making sales presentations, negotiating resistance, confirming and closing "win-win" agreements, and servicing customers to ensure satisfaction.

Covers marketing theory, concepts, strategy, and tactics as applied to the unique characteristics and demands of service-oriented industries such as health care, transportation, finance, law, consulting, education, training, tourism, security, entertainment, and hospitality within a global macroenvironment.

Addresses the principles, techniques, and methods of direct, interactive marketing in an era of emerging global technologies. Emphasizes field work, projects, and presentations.

Examines international involvement of companies from exporting to the multinational enterprise stage. Covers the nature of international competition; distribution systems; pricing and credit policies; promotional methods; trade barriers and agreements; and the cultural, political, legal, ethical, and technological barriers.

Examines the unique marketing challenges faced by entrepreneurs launching new products and/or services. Topics include: designing new offerings, targeting customer segments, and marketing on a tight budget. The course is designed to be useful for small business owners, managers at large companies, and social entrepreneurs.

Emphasizes application of strategic planning in marketing to achieve competitive advantage. Examines the role of strategic planning in developing effective marketing programs that enhance the overall performance of the firm.

Applies marketing channel theory and research to the design of channel systems, selection of intermediaries, administration of interorganizational channels, and evaluation of distribution performance.

Takes the marketing manager's viewpoint to examine the management and coordination of all marketing communication to customers and stakeholders. Discusses concepts and strategies in such areas as advertising, sales promotion, personal selling, and public relations.

Covers marketing theory, concepts, strategy, and tactics as applied to the unique characteristics and demands of service organizations and manufacturing firms that use service as a competitive advantage. Evaluates marketing strategies of various service industries using case studies to illustrate the links between internal business processes and external customer satisfaction.

Examines the current and potential future realities for the pharmaceutical industry n the new marketing environment. Students will be challenged to think at not only the marketing level, but also at the organizational systems level.

Examines current developments and contemporary thought in marketing. Requires an in-depth analysis of a special marketing area selected by the student, and oral and written reports of graduate quality.