Marketing and Sales

Introduction to marketing terms, concepts, and skills useful in analyzing marketing problems. Covers legal, behavioral, ethical, competitive, economic, technological and international factors affecting product, pricing, promotion, and marketing channel decisions. Identify factors marketing managers take into account when creating a marketing plan, including buying behavior, market segmentation, product life cycle, packaging, branding, pricing, advertising, sales promotion, public relations, personal selling, and product distribution methods.

Prerequisites: None. Offered: Varies

Credit Breakout:  3.00  lecture,   0.00  lab,  0.00  other.

Student Expectations: Each student will spend at least three hours per week preparing for class.

Introduction of the basic principles and applications of the sales process as they may apply to industrial, wholesale and retail selling situations. This would include prospecting and qualifying, planning and pre-approaching, approaching the customer, the sales presentation/demonstration, handling objections, closing the sale and post-sale service and follow-up with customer.

Prerequisites: None. Offered: Varies

Credit Breakout:  3.00  lecture,   0.00  lab,  0.00  other.

Student Expectations: Each participant is expected to attend classes as scheduled, participate in classroom activities, and complete assignments on time.

Course examines the principles of the behavioral sciences of psychology, sociology and anthropology and how these sciences are used in creating marketing communications plans aimed at consumer or professional buyers. Specific topics include perception processes, lifestyle analysis, personality psychographics, motivation analysis and influence of groups on buying behaviors.

Prerequisites: None. Offered: Varies

Credit Breakout:  3.00  lecture,   0.00  lab,  0.00  other.

Student Expectations: Each student will spend at least three hours per week preparing for class.

Course examines the knowledge and skills required of an effective salesperson. Students will examine methods of identifying prospects, securing appointments, pre-approach planning, gaining attention and interest, understanding prospects' wants and needs, obtaining agreement of concerns and solutions, showcasing product benefits, handling sales resistance, identifying and responding to buying signals, sale-closing techniques, post-call analysis and customer retention techniques.

Prerequisites: None. Offered: Varies

Credit Breakout:  3.00  lecture,   0.00  lab,  0.00  other.

Student Expectations: Each participant is expected to attend classes as scheduled, participate in classroom activities, and complete assignments on time.