382 Case studies, group projects, and guest lecturers present a framework for analyzing and making decisions related to the formulation and implementation of international and global marketing strategies. Relationships and trends affecting firms, governments, and supporting institutions are also examined. A systems emphasis looks at operations, delivery and promotion with an aim at improving service quality and productivity. Services run the gamut from health care, finance, and entertainment to professional, and nonprofit segments. Students are given an opportunity to do a hands-on project in a service area.
Students also get hands-on experience in assembling a promotional campaign.
Theory and practice in sales force management are covered in this course. Technical issues include compensation, division of territories, and organizational considerations of managing a sales force. On the practical side, specific sales techniques will be discussed. 382 Marketing research helps organizations understand their markets. An interaction of marketing management, behavioral sciences and statistics, this course deals with collection, analysis and interpretation of marketing information.