A critical survey of functions, principles, processes, institutions, and trends involved in the process of organized exchange. The strategic manipulation of product, distribution price, and promotional variables is emphasized relative to identified market needs, market satisfaction, and product positioning.
Relationship marketing is emphasized.
An in-depth examination and study of the selling process. Both the theory and practical applications of selling skills will be examined and discussed. The student will have the opportunity to learn the basic skills of prospecting, developing a sales presentation, trial closes, overcoming objections, and closing. The skills learned will be applied by making a sales presentation. A study of the development and present status of the retailing structure with emphasis on unit location, organization, operation, management, display, traffic flow, inventory control, distribution, and evaluation from a marketing perspective.