Course Offerings



MKTG 3050 Introduction to Marketing 3-0-3

Prerequisites: ECON 1500 or ECON 2106. Basics of targeting products and services to

satisfy customer needs through product, price, promotion, and distribution strategies. Marketing

strategies are discussed within the context of prevailing political, social, ethical,

economic, legal, competitive, and technological environments.


MKTG 3060 Professional Selling 3-0-3

Fundamentals of personal selling and the behavioral aspects of the persuasion process,

including social, ethical, and legal responsibilities.


MKTG 3070 Time Management for Salespeople 3-0-3

Overview of the various time management tools available for the sales professional. Students

will learn how to be more efficiently manage their contacts, travel time, servicing, and paperwork.

They will also learn general time management principles of focus, prioritization, and

goal setting.


MKTG 3100 Health Care Marketing 3-0-3

Prerequisite: MKTG 3050 or consent of instructor. Application of marketing principles

and concepts to contemporary health care industry issues. Topics include the evolving role

of the health care consumer, marketing tactics and strategy defined for the specific aspects of

the health care market, and how consumerism will reshape health care markets.


MKTG 3620 Consumer Behavior 3-0-3

Prerequisite: MKTG 3050. Motives, attitudes, and expectations of consumers and purchasing

agents that contribute to the understanding of the marketing process.


MKTG 3650 Marketing Research 3-0-3

Prerequisites: MATH 1261, MKTG 3050, and BUSA 2100 or MATH 2620. Develops

the scientific process of problem solving in a marketing context. Covers the concepts of

problem definition, hypothesis testing, questionnaire development, research design, and

interpretation of statistical findings.


MKTG 4000 Principles of Promotion 3-0-3

Prerequisite: MKTG 3050. Organization, basic principles, economic, legal, and social

aspects of promotion and testing promotional effectiveness.


MKTG 4020 Retailing 3-0-3

Prerequisite: MKTG 3050. Fundamentals and principles employed in the analysis and

evaluation of the retail intermediary.


MKTG 4060 Sales Management 3-0-3

Prerequisite: MKTG 3050. Basic principles in recruiting, supervising, training, managing,

motivating, evaluating, and compensating salespeople and sales forces.


MKTG 4070 Readings in Sales and Marketing 3-0-3

Prerequisite: MKTG 3050. Overview of the various tools available in sales and marketing

for increasing professional proficiency. Students will learn how to improve their skills through

readings in marketing, sales, behavioral sciences, persuasion, and career management skills.

They will also explore information available to them through the business presses and

professional seminars.


MKTG 4670 Marketing Channels 3-0-3

Prerequisite: MKTG 3050. Study of the firm’s distribution function. Covers channel

design, strategy, and structure; channel participants and functions; channel management; and

physical distribution and logistics systems.



MKTG 4680 International Marketing 3-0-3

Prerequisite: MKTG 3050. Study of marketing and international business using the framework

of the world market place. Aspects of marketing that are unique to international

business are emphasized.


MKTG 4740 Business-to-Business Marketing 3-0-3

Prerequisite: MKTG 3050. Study of the process of buying from and selling to other

businesses. Topics include market and product planning, pricing, financing, sales force management,

and legal aspects of business marketing.


MKTG 4750 Marketing of Services 3-0-3

Prerequisite: MKTG 3050. Highlights the differences between product marketing and the

marketing of services. Attention is focused on the marketing function of not-for-profit organizations

such as hospitals, educational institutions, police departments and churches.


MKTG 4760 Direct Marketing 3-0-3

Prerequisite: MKTG 3050. A study of the principles and techniques used to reach the

purchasing decision maker at the place of the decision. Topics include direct mail, telemarketing,

the use of 800 numbers, list management, and measurement of outcomes.


MKTG 4770 Internet Marketing 3-0-3

Prerequisite: MKTG 3050. Introduces students to the world of the internet marketing.

Students learn to create their own web pages, develop web marketing skills, and evaluate the

four P’s of marketing (product, place, promotion, and price) strategies in the context of web



MKTG 4800 Cases in Marketing 3-0-3

Prerequisites: MKTG 3620 and MKTG 3650 and senior standing. An integrative study

of marketing based on the case method. Students will examine marketing situations in the

context of the entire business and its environment in order to develop activities to support

corporate goals.


MKTG 4810 Contemporary Marketing 3-0-3

Prerequisite: MKTG 3050. Study of a specific, current topic or topics in the field of

Marketing. May be repeated once for additional credit with prior approval of advisor and

instructor if different topics are covered in the subsequent course.


MKTG 4900 Strategic Planning 3-0-3

Prerequisites: MKTG 3620 and MKTG 3650, each with a grade of “C” or better, and

senior standing. Study of the integration and coordination of product development,

promotional strategy, physical distribution, and pricing in planning, implementing and controlling

marketing operations. The creation of a marketing plan is stressed.


MKTG 4980 Marketing Internship 3 hours credit

Prerequisite: MKTG 3050 and completion of the Marketing Internship Agreement

Form. Graded “Satisfactory” or “Unsatisfactory.” The application of academic marketing

skills in an employment situation. A research project, approved by a faculty member and

the employer, is required. A student must adhere to the Marketing Internship Program

Guidelines. The internship can be taken only once.


MKTG 4990 Directed Study in Marketing 3 hours credit

Prerequisite: Senior standing and consent of instructor. Special projects undertaken by

marketing majors. Proper form must be submitted to the Dean of the College of Business

Administration at least two weeks before the beginning of the semester.