This course is designed to offer students an opportunity to pursue studies at a level or on topics not covered in scheduled courses. The scope and nature of the material covered is determined in consultation with the faculty sponsor. Designed for independent study and research in selected areas of management under faculty supervision. Permission of Department Chair or Director. A basic survey of the field of marketing with emphasis upon the problems of policy determination and marketing management.
Consideration is given to the international and ethical aspects of marketing decisions.
A study of methods of selling. Topics covered include analysis of prospects, knowledge of merchandise and its uses, preparation of sales presentations, methods of handling objections and closing sales, with emphasis of relationship selling. Videotaped role playing required. A study of business to business marketing as a subset of the overall discipline of marketing. An activity of information gathering, analysis and interpretation for input into management decision making.