The H.H. Gregg Center for Professional Selling offers a variety of opportunities for students currently pursuing a major in sales or a sales minor. Instructors who have professional sales experience primarily teach our sales courses, which are designed to give you both a theoretical and practical understanding of professional selling, business communication, and sales related technology.
1ST SUMMER SESSION 2012 COURSE OFFERINGS
MGT 300 MANAGING BEHAVIOR in ORGANIZATION 3 Credit Hours
Examines the challenges of managing human behavior in organizations. Reviews foundations of modern management thought. Discusses current and emerging management topics: emphasizes leadership, motivation, communication, human relations, group dynamics, job design, organizational development, and managing a diverse workforce. Prerequisite: junior standing or completion of Miller College of Business admission requirements.
Sec 002 MTWRF 09:15am-10:50am WB136 Dr. Joseph Chapman
MKG 320 ADVERTISING MANAGEMENT 3 Credit Hours
Examines advertising as a communicaton tool in an organization's promotional mix. Focuses on the basics of designing an effective advertising campaign. Topics include promotional research, selecting a target audience, objectives and strategies, creative execution, and media. Prerequisite: MKG 300. Prerequisite recommended: MKG 310.
Sec 001 MTWRF 11:00am-12:35pm WB136 Dr. Joseph Chapman
MKG 325 PROFESSIONAL SELLING 3 Credit Hours
Detailed introduction to and application of the principles of personal selling as applied to persons pursuing any vocation, as well as those aspiring to careers in marketing. Prerequisite: any ECON course; junior standing. Parallel: MKG 300.
Sec 001 MTWRF 07:30am-09:05am WB311 Dr. Joseph Chapman
MKG 350 MARKETING RESEARCH 3 Credit Hours
Students are introduced to the role of empirical scientific research in marketing and the marketing research process. Emphasis is on the following three areas: marketing research designs; sources and means of data collection; the analysis and presentation of data. Prerequisite: MKG 300.
Sec 002 MTWRF 09:15am-10:50am WB142 Dr. Ramon Avila
2nd SUMMER SESSION 2012 COURSE OFFERINGS
MKG 310 CONSUMER BEHAVIOR 3 Credit Hours
Introduces the end-user consumption process. The impact of external factors such as culture and subculture, as well as psychological factors such as motivation and perception on consumer decision-making process are discussed. Examines how marketing managers use the information obtained from consumers' consumption process in planning effective marketing strategies. Prerequisite: any ECON course; junior standing. Parallel:
MKG 300.
Sec 001 MTWRF 12:45pm-14:20pm WB142 Dr. Stacey Schetzsle
MKG 325 PROFESSIONAL SELLING 3 Credit Hours
Detailed introduction to and application of the principles of personal selling as applied to persons pursuing any vocation, as well as those aspiring to careers in marketing. Prerequisite: any ECON course; junior standing. Parallel: MKG 300.
Sec 002 MTWRF 09:15am-10:50am WB311 Dr. Stacey Schetzsle
SUMMER SEMESTER 2012 COURSE OFFERINGS
MKG 505 - Survey of Marketing 3 Credit Hours
A survey of marketing that reflects the social, economic, and international challenges facing marketing managers. Examines the roles of marketing in both society and business. Prerequisite: full admission to a graduate or certification program of the university.
Sec 002T/826Z R 17:15pm-19:30pm Dr. Ramon Avila
MKG 630 CUSTOMER RELATIONSHIP MANAGEMENT 3 Credit Hours
Examines the skills required in professional, service, and manufacturing organizations to satisfy customers with sound relationship strategies. In addition to covering the sales process, special topics include selling services, sales technology, ethics, customer lifetime value, and compensation structures. Discusses the links between business trends and needs for new approaches to selling. Prerequisite: full admission to a graduate program of the university; MKG 505 or its equivalent.
Sec 001T/826Z W 17:15pm-19:30pm Dr. Scott Inks
MKG 671 MARKETING MANAGEMENT 3 Credit Hours
The analysis, planning, implementation, and control of marketing programs by profit and nonprofit organizations as viewed by marketing managers. Topics include the study of pricing policies, promotion, product strategy and liability, market research, supply chain management, international issues, and consumer law. Prerequisite: Full admission to a graduate program in the Miller College of Business; MKG 505 or equivalent. Open only to Miller College of Business students or by permission of the Miller College of Business director of graduate programs.
Sec 002T/826Z M 17:15pm-19:30pm Dr. Scott Inks