Emphasis on culture and subculture, social class, reference group, family, attitudes, perception, motivation, personality, and learning theory on consumer and marketing management decisions. Sales organization including structure, training, motivation, and compensation. Evaluation of sales goals and individual performance. On Demand 1 cr. Junior standing and as determined for each offering.
Students participate in preparing and presenting discussion material.
Finally, the issues confronting giant global marketers will be addressed. Senior standing, BUS 341. Explores the use of advertising, sales promotion and personal selling as methods for promoting goods and services. Taught from the perspective of the marketing manager, with emphasis on the theory, strategy, and tactics of promotion. Senior standing, BUS 341.