The steps in the selling process before, during, and after a sales call are analyzed in detail. Central to the course is the video-taping of completed sales presentations. Careers in sales, characteristics of a successful salesperson, prospecting, qualifying, buyer behavior and the communication process are also discussed. While many functions are discussed, consideration is given to all areas of operations. Topics include marketing, pricing, buying, selling, purchase, inventory control, store design, space utilization, and location.
Additional insight is given to the e-commerce component of retail business.
MKT253 Advertising This course is designed to provide information needed for developing, evaluating, and managing a complete advertising program. While designed to take a detailed look at specific components of advertising, consideration is given to all levels of the advertising process. This course is designed to develop long-term customer relationships through the application of appropriate customer service principles. The specifics of managing a profitable customer service department will be explored from organizing workspace and service functions to training personnel and monitoring their performance. This course prepares students for information needed to work in the international arena by providing tools of analysis to aid them in thinking beyond domestic economies.