B.S. in Sales and Marketing

The B.S. in Sales and Marketing is no longer accepting applications. The program has been cancelled and is in a teach-out phase.

If you are interested in completing your degree in marketing check out our B.S. in Marketing degree.

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Degree Requirements

Degree Requirements

A minimum of 122 semester credits is required for graduation with the bachelor of science degree from Saint Mary's University. All students must meet the general education credit requirements. A minimum of 45 credits is required to complete the B.S. in Sales and Marketing program.

Required Marketing Courses 18 cr.
Required Sales Courses 9 cr.
Required Business Courses 3 cr.
Required Capstone Course 3 cr.
Required Communication Courses 6 cr.
Elective Courses 6 cr.
Total

45 cr.

The Bachelor of Science in Sales and Marketing program is no longer accepting students into the program.


Required Marketing Requirements: 18 cr.

(take 2 of the 3 ethics courses  MK 300, MK 302, or MK307

MK300 Principles of Marketing (3 cr.)

This course addresses the role of marketing in organizations.  It examines the fundamental marketing mix elements of product, price, placement, and promotion that comprise organizational marketing strategies. It further explores how the marketing mix elements are strategically implemented to create and deliver products, services, or ideas to consumers.

Upon completion of this course, students are expected to be able to do the following:

  1. Identify the basic marketing mix elements of product, pricing, placement, and promotion.
  2. Explain how organizations coordinate the marketing mix elements as part of their strategic marketing initiatives in the context of various environmental situations.
  3. Recognize the various theoretical perspectives on consumer buying behavior as a means for better meeting the needs and wants of target customers.
  4. Review the basic approaches and uses of marketing research as a means for understanding consumer and business buying practices.
  5. Demonstrate how market segmentation, product positioning and target marketing are used to enhance organizational success.
  6. Appraise the ethical issues facing contemporary marketing efforts.
  7. Evaluate the various elements that make up the marketing function, and propose a strategic marketing approach that is aligned with organizational goals.

MK304 Consumer Behavior and Trend Analysis (3 cr.)

This course explores the theories and frameworks that business and marketing strategists need for assessing purchasing behavior trends. The impact of consumer and business buying behaviors on markets and marketing initiatives is analyzed. The course also examines the contributions of the social sciences in understanding buying behaviors. Students utilize geographic information systems (GIS) technology to explore consumer behaviors and trends that impact business decisions. 

Upon completion of this course, students are expected to be able to do the following:

  1. Describe the theories and practices of consumer and business purchasing behavior as applied to marketing strategy.
  2. Identify the factors that affect buying behavior.
  3. Implement geographic information systems (GIS) technology to describe and analyze consumer purchasing and business trends.
  4. Explore consumer behavior concepts in used to developing strategic marketing initiatives.
  5. Evaluate current marketing activities that organizations use to influence buying behaviors.

MK306 Digital Marketing (3 cr.)

This course covers the role of the Internet and associated technologies in contemporary marketing, from product and pricing considerations to new distribution and promotional channels. The role of digital media in creating a customer experience and facilitating business sales and advertising is examined. Also examined is the buying behavior particular to business-to-consumer and business-to-business digital relationships. Key components of the digital marketing mix used to facilitate the development of a digital marketing plan and a supporting budget are presented.

Upon completion of the course, students are expected to be able to do following:

  1. Identify the most relevant new digital media trends.
  2. Utilize digital media channels to create greater consumer experience and involvement.
  3. Evaluate the appropriateness of various digital channels.
  4. Calculate digital marketing return on investments (ROI).
  5. Recognize common mistakes to avoid for ensuring digital marketing success.
  6. Utilize a digital marketing planning framework to create an effective new media strategy.
  7. Examine the social, legal, and ethical issues that impact digital marketing efforts to include issues involving data privacy.
     

 

MK310 Integrated Marketing Promotions (3 cr.)

This course examines the integrated promotion and communication strategies used in organizational marketing efforts. Topics include the use of advertising, direct marketing, sales promotions, public relations, personal selling, and social media to promote products and services. Message development and communication approaches for various types of promotional strategies are discussed. Legal and ethical issues related to marketing promotions and communications are also considered.

Upon completion of this course, students are expected to be able to do the following:

  1. Examine the attributes and dynamics of the communications and promotional mix elements of advertising, direct marketing, sales promotions, public relations, personal selling, and social media.
  2. Assess the strengths, weaknesses, appropriateness of use, and relative costs of each of the communications and promotional mix elements.
  3. Analyze how the communications and promotional mix elements are coordinated to effectively market products and services to target audiences.
  4. Identify the required steps in developing effective marketing communications to include determining the communication objectives, designing the message, choosing appropriate media, and measuring consumer feedback.
  5. Explore different social media techniques used in promotional campaigns.
  6. Plan a promotional campaign that implements communications and promotional mix elements plus communications techniques that are appropriate to the target audience.
  7. Examine the contemporary ethical issues surrounding marketing communications and promotions.

Required Sales Courses: 9 cr.

MK441 Professional Selling Strategies (3 cr.)

This course covers the theory and practice of selling products and services. Approaches to professional selling are reviewed, with the application of selling and customer relationships skills emphasized. Topics covered include the theories and practices of customer prospecting and approach, determining customer wants and needs, sales presentation, overcoming objections, closing the sale, and sales territory management. Also reviewed are communications skills and techniques needed for developing relationships and negotiating sales transactions. Finally, the legal and ethical issues pertaining to contemporary selling are covered. 

Upon completion of this course, students are expected to be able to do the following:

  1. Describe the selling process and the business relationships within this process.
  2. Describe the various sales prospecting methods and importance of prospecting.
  3. Appraise the different sales presentation methods and when to use them.
  4. Demonstrate business negotiations as part of the sales presentation.
  5. Explain the importance of verbal and nonverbal communication during the sales process.
  6. Differentiate between the major prospect objection categories and how to handle objections from each category.
  7. Examine the elements of a successful sales close and the ability to construct a multiple close sequence.
  8. Explain the importance of properly handling customers' complaints in a professional manner.
  9. Examine the ethical responsibilities of sales people when dealing with national and international customers.
  10. Recognizing the importance of managing one's own time, territory, and sales career.

Required Business Course: 3 cr.

BU407 Financial Management (3 cr.)

This course is an introduction to the theory and practice of financial management of organizations. Topics covered include the assessment of types of business entities and capital acquisition sources, basic financial statement analysis, the assessment of how income taxes impact the financial decision-making process, the evaluation of capital projects using the time value of money concepts, management of an entity's current assets and current liabilities, and the maximization of shareholder wealth.

Upon completion of this course, students are expected to be able to do the following:

  1. Identify and describe the various forms of business organizations and the different ways in which they are financed.
  2. Explain the financial reporting requirements for different types of business entities.
  3. Apply the principles of managing current assets and current liabilities to different types of business entities.
  4. Assess the existence of management problems or opportunities by analyzing company financial statements and making comparisons to other companies in the same industry.
  5. Compute net present values calculations and use them in financial decision making.
  6. Prepare cash flow budgets.
  7. Prepare a breakeven analysis for profit planning.
  8. Identify and explain how the actions of the federal government may impact financial decision making.

Required Capstone: 3 cr.

BU490 Strategic Management Capstone (3 cr.)

This course integrates knowledge and skills developed in a student’s major course of study. Students integrate and apply knowledge and skills acquired throughout their academic programs. Students also demonstrate professional communications via written reports and oral presentations, outline continuing education strategies, and analyze ethical and diversity issues in business organizations.

Upon completion of this course, students are expected to be able to do the following:

  1. Demonstrate critical thinking skills related to their major field of academic study.
  2. Analyze the environmental variables and available resources affecting business-related issues and strategies.
  3. Synthesize various business-related strategies.
  4. Identify management principles relevant for business professionals.
  5. Assess the impact of ethical decisions in various business organizations.
  6. Address diversity in various business environments.
  7. Develop strategies for continuing education in their academic field of study.
  8. Communicate using inclusive methods in a variety of modes.
  9. Recognize current trends in their academic field of study.
  10. Demonstrate interpersonal communication and collaboration skills required in various business settings.
     

Communication Courses: 6 cr.

COM309 Professional Writing (3 cr.)

This course provides strategies for developing a clear, concise professional writing style. A variety of writing formats are addressed. Research for professional documents, writing in an electronic environment, and collaborative writing are considered. Voice, style, audience, purpose, the writing process, and strategies for editing and revision are examined in the context of interpersonal and ethical dimensions.

Upon completion of the course, students are expected to be able to do the following:

  1. Write effectively in various forms of professional writing.
  2. Demonstrate writing in a professional environment.
  3. Exhibit a professional voice and writing style.
  4. Effectively incorporate relevant research into professional writing.
  5. Understand and apply the writing process to diverse audiences and purposes.
  6. Effectively incorporate elements of professional document design into print and electronic documents.
  7. Employ professional revision and editing skills.
     

COM310 Oral Communications (3 cr.)

Communication skills pertinent to organizational settings form the foundation of this course.  Effective methods for design and delivery of oral communication are examined. Other topics include communication styles, effective listening, interpersonal communication skills, dynamics of small group communication and persuasive speaking, all in the context of professional workplace communications.

Upon completion of the course, students are expected to be able to do the following:

  1. Demonstrate effective oral communication skills.
  2. Demonstrate effective and active listening skills.
  3. Recognize and adapt to differing communication styles.
  4. Demonstrate skill in interpersonal communication.
  5. Understand small group dynamics.
  6. Demonstrate persuasive speaking techniques.
  7. Effectively create and utilize graphics or other appropriate media in professional presentations.
  8. Deliver organized, professional informational and persuasive presentations.
     

Note:

B.S. in marketing completion students who anticipate enrolling in the Masters of Business Administration should take BU300 Accounting Principles and MG311 Economics for Managers as electives.

Elective Courses: 6 cr.

Students select two elective courses (6 credits).  Elective courses options include any 300 or 400-level Business (BU), Human Resource Management (HR), Management (MG), or Marketing (MK) courses.  Marketing courses electives available for students include the following:

MK400 Market Research (3 cr.)

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.

Upon completion of this course, students are expected to be able to do the following:

  1. Describe the fundamentals of marketing research and explain the implications for its use in strategic marketing initiatives.
  2. Identify the statistical measurements used in marketing research design, and recognize the types of results that each statistical measurement yield.
  3. Compare and contrast quantitative versus qualitative data analysis and collection methodologies used in marketing research designs.
  4. Develop a marketing research plan, and explain the relevance to the marketing research initiative of each of the plan's components.
  5. Examine the techniques used for reporting marketing research results.
  6. Examine the ethical issues relating to contemporary marketing research efforts.
     

MK420 Advertising Design (3 cr.)

This course involves the study of art and design used in the marketing of products and services. The principles of artistic composition, color, shape, and form used in commercial art is examined. Emphasis is placed on the need for business professionals to understand the fundamental aesthetic principles of advertising design to help ensure successful promotional campaigns.

Upon completion of this course, students are expected to be able to do the following:

  1. Identify the main design elements used in commercial art.
  2. Discuss how art is used to communicate a commercial message.
  3. Recognize how advertising impacts various psychological states to influence consumer buying behavior.
  4. Analyze the aesthetic components of an effective advertisement.
  5. Examine various creative processes used in advertising design.
  6. Design original commercial advertisements.
     

MK430 Product Life Cycle Management (3 cr.)

This course focuses on managing products and services throughout their life cycles. Topics include product and service opportunity identification; new product and service innovation, development, design, and idea testing; and development team management. Product and service launching strategies, pricing approaches, and promotional techniques are explored. Also discussed are branding concepts and brand management strategies.

Upon completion of this course, students are expected to be able to do the following:

  1. Examine the processes and strategies used to manage products, product lines, and services throughout the entire course of their life cycles.
  2. Identify product attributes that marketers must consider, including product designs and features, packaging, product variety and quality, and brand names.
  3. Identify service attributes that marketers must consider, including service intangibility, inseparability, and perishability.
  4. Explain how new products and services are developed and tested, and discuss how product development teams play an integral role in bringing these offerings to market.
  5. Examine product and service branding strategies, and discuss the importance of branding for establishing a competitive advantage.
  6. Evaluate various product development strategies to include line extensions, brand extensions, and multibranding.
  7. Recognize the pricing and promotional approaches used in product management initiatives.