3 credits This course is designed to help students understand the thought processes, motives and attitudes that impact the selling process. Topics covered include the system used by sellers and buyers, the visual perception of behavior, the success triangle and self management. Case studies, role playing and team projects are an integral part of this course. An empirical approach is taken to analyzing marketing strategy in business to business environments. 3 credits A survey of the direct marketing process including the theory and practice of direct marketing, its function and organization.
Special emphasis is placed on how to integrate direct marketing into the overall marketing mix.
Particular emphasis is placed on developing in-house databases, purchasing lists and managing a marketing database. Internship applications must be filed with the Department at least 2 months prior to the internship start date. Internship applications must be filed with the Department at least 2 months prior to the internship start date. Open to Marketing Technology students only. Internship applications must be filed with the Department at least 2 months prior to the internship start date.