Required Marketing Courses

MRK300
Marketing Principles (3 cr.)
This course addresses the role of marketing in organizations. It examines the fundamental concepts of marketing including product, price, channels and distribution, and promotion.

MRK305
Consumer Behavior (3 cr.)
Prerequisite: MRK300
This course explores both individual and business consumer buying behavior and the elements that influence these behaviors. It considers the contributions of the behavioral sciences in understanding buying behavior and the use of research data in planning and executing marketing efforts.

MRK310
Promotion & Communication (3 cr.)
Prerequisite: MRK300
This course examines various tools of promotion and communication. Topics include advertising, use of Internet and e-commerce, sales promotions, sponsorship, and public relations. Message development and communication approaches for various types of promotion are discussed. Regulation of and ethical issues related to promotions are also considered.

MRK400 Market Research (3 cr.)
Prerequisite: MG410, MRK300
This course covers the fundamentals of the theory and design of market research and the analysis and use of research results in making marketing decisions. Applications of market research for various sizes and types of companies are considered.

MRK490
Strategic Marketing Management Capstone (3 cr.)
Prerequisite: All required courses
This course integrates the major marketing concepts. Students demonstrate their understanding of planning, executing and managing the process of marketing products and services and of developing market strategies consistent with business strategies.

Required Sales Courses

MRK315
Principles of Selling (3 cr.)
Prerequisite: MRK300
This course covers the theory and practice of selling products and services. Topics include prospecting, approaching the customer, determining customer wants and needs, sales presentation, overcoming objections, and closing the sale.

MRK440
Business Sales (3 cr.)
Prerequisite: MRK300, MRK315
This course covers the theory and practice of selling products and services to businesses. It considers its similarities to and differences from consumer sales in terms of mix, buyer behavior and the buyer-seller relationship. It addresses the legal, political and ethical elements of business sales.

MRK442
Sales Management (3 cr.)
Prerequisite: MRK300, MRK315, MRK440
This course examines the process of managing accounts and sales resources in the context of the legal, ethical and global business environment. It covers the recruiting and hiring process, training, determining sales territories, sales forecasting, methods of compensation and motivation, and control over the sales force.

MRK444
Customer Service & Communications (3 cr.)
Prerequisite: MRK300, MRK440
This course addresses the importance of customer-centered sales and marketing. It considers methods of building and maintaining lasting relationships with customers, designing effective communications with them and using technology to support customer service.

Required Management Courses

MG305
Managerial Ethics (3 cr.)
This course seeks to expose students to the important moral issues that arise in various organizational contexts; to provide students with an understanding of the social, political, and economic environments within which those problems occur; to introduce students to the ethical concepts that are relevant for resolving those moral dilemmas; and, to assist students in developing necessary reasoning skills.

MG407
Financial Management (3 cr.)
The focus of this course is on understanding financial issues such as acquisition, asset and liability management, and cash flow budgeting. Students analyze typical financial problems and methods to address them.

BU403
Applied Statistics (3 cr.)
This course presents the theory and procedures of data analysis. Students are taught basic measurement principles, measures of central tendency and dispersion, simple probability, data display, and an overview of statistical inference.

Required Communications Courses

CM309
Professional Writing (3 cr.)
This writing course provides strategies for developing a clear, concise writing style. Students organize, write, and edit a variety of material pertinent to professional situations.

CM310
Oral Communications (3 cr.)
Communication skills pertinent to organizational settings form the foundation of this course. Students practice a methodology for speech design and delivery, interpersonal communication skills, networking skills, and effective meeting strategies.

Elective Courses

MRK405
International Marketing (3 cr.)
Prerequisite: All required MRK courses except MRK490
This course addresses the development of marketing strategies based on differing economic, social, and cultural environments. Emphasis is placed on problems and practices of managing international marketing activities. Topics include alternative ways of marketing internationally, international marketing research, product adaptations, distribution channels within foreign markets, and international promotions.

MRK410
Electronic Marketing (3 cr.)
Prerequisite: All required MRK courses except MRK490
This course covers the fundamentals of electronic commerce as a channel for the distribution of goods and services. It examines electronic marketing models for product, price, promotion, distribution, and communications and relationship management.

MRK420
Advertising (3 cr.)
Prerequisite: MRK300, MRK310
This course examines the role of advertising in influencing target markets. Topics include planning an advertising campaign, media planning and selection, measuring advertising effectiveness, determining advertising budgets, and uses of advertising for different markets.

MRK430
Product Management
Prerequisite: MRK300
This course focuses on managing products and services throughout the life cycle. Topics include innovation, opportunity identification, design, development, development team management, testing, pricing, product launch and ongoing product promotion. Branding concepts and brand management are also discussed.

MG408
Project Management (3 cr.)
This course emphasizes leadership concepts related to project management. Students learn the skills and procedures needed to take a project from definition through completion.

MG418
Strategic Management (3 cr.)
This course emphasizes short- and long-term planning that is vital to a healthy, changing organization. Topics include plan development, policy formulation, implementation, and evaluation.

MG445
Entrepreneurship (3 cr.)
Students are taught the conception, initiation, and management of new business ventures including the identification of need, problems, risks, and opportunities. The ethics of innovation are stressed.