The course covers pertinent management theories and pracitices in analyzing, organizing, planning and controlling retail operations, both large and small. The course is particularly valuable for those students seeking a career in retailing. Promotion Management examines the role of promotion in the marketing program of the firm, including promotional tools available to the marketing manager and the various types of decisions made in the promotional area. The decision-making process in development of a strategic promotional program is emphasized. Sales Management concentrates on the sales subset of marketing management.
Topics covered include salesforce strategy development, training, hiring, forecasting, and control.
This course is a concentrated study of the marketing of goods and services to the industrial, institutional and other businesses. The course examines social, psychological and economic reasons why consumers make choices. Management applications to marketing are emphasized. As the capstone course in marketing, Marketing Management Problems seeks to integrate the student's knowledge of marketing obtained in all other course work and apply this knowledge in making decisions. The course allows the student to take the role of marketing manager and make decisions related to the total marketing effort of a firm.