NSU 2014-2015 Undergraduate Catalog

409 Nova Southeastern University • Undergraduate Student Catalog • 2014–2015 COURSE DESCRIPTIONS management or entrepreneurial interest. Prerequisite: MKT 3050. MKT 3210 Professional Selling (3 credits) The focus of this course is to introduce students to the field of professional and personal selling, their role in marketing, and the overall sales process required to cultivate long-term relationships through effective communications, rapport and bonding strategies. Prerequisite: MKT 3050 or SPT 3650. MKT 3220 Advanced Selling (3 credits) The focus of this course is the application of contemporary selling behaviors that apply to any industry. Building on concepts learned in MKT 3210, students explore the role of professional selling in the firm’s marketing strategy. This course is designed to develop one’s selling and communication skills via mock presentations and role plays. Prerequisite: MKT 3210. MKT 3230 Managing the Sales Force (3 credits) In this course, students will learn to develop selling strategies for effective sales proposals that ensure high probability sales closure. State-of-the-art techniques will be discussed for crafting customer oriented presentations using appropriate media and demonstration tools. Students will also learn powerful techniques for avoiding buyer remorse and maintaining ongoing relationships. In addition, business development strategies will be learned using innovative techniques. Prerequisites: MKT 3220. MKT 3320 International Marketing (3 credits) The course studies the scope of international marketing, the structure of multinational markets, foreign market research, international advertising and promotion, international distribution channels, international product policy, international pricing policy, and export/import management. Prerequisites: MKT 3050. MKT 3410 Business and High Tech Marketing (3 credits) This course examines the distinct aspects of industrial (business-to-business) marketing and both the operational and strategic issues associated with the organizational buyer. Emphasis is placed on the special challenges of high technology markets that confront marketing managers and sales personnel. Using lectures and case studies, topics include: assessing industrial marketing opportunities, understanding the organizational buying process, and formulating industrial marketing strategies. Prerequisite: MKT 3050. MKT 3510 Customer Value & Relationship Marketing (3 credits) The Customer Value and Relationship Marketing course builds on the principle the customer is at the center MGT 4920 Advanced Special Topics (3 credits) Examines topics in management that are not included in regular course offerings. Specific content and possible prerequisites may vary. Students may re-enroll for special topics covering different content. MKT—Marketing MKT 3050 Marketing Principles and Application (3 credits) A focus on the marketing concept, and examination of a marketing oriented firm. Topics include consumer behavior, market analysis and the marketing mix. Students will produce a marketing plan. MKT 3060 Consumer Behavior (3 credits) This course introduces students to marketing concepts and theories developed in the behavioral and economic sciences (cultural anthropology, psychology, social- psychology, and sociology) as they relate to consumer and business markets. Students will examine models of consumer behavior and organizational buying. They will learn how these behaviors are influenced by principles of learning, motivation, personality, perception, and group influence. Frameworks of consumer and buyer behavior are discussed in the context of advertising/promotion, product management, and the development of effective marketing strategies. Prerequisite: MKT 3050. MKT 3100 Services Marketing (3 credits) Explores the marketing of services, highlighting the distinctions that exist in the marketing of intangibles. Presents strategies for marketing of services versus the traditional product related marketing. Prerequisite: MKT 3050. MKT 3110 Retail Management (3 credits) To critically analyze the retailing process, the environment within which it operates, and the institutions and functions that are performed. To familiarize students with the decisions involved in running a retail firm and the concepts and principles for making those decisions. To provide a foundation for those students who plan to work in retailing or related disciplines. In this class, you will learn about the evolution of retailing and its implications in a global, high- technology industry. Technological developments have affected the way consumers buy products and services and the way retailers run their businesses. You will examine decision support systems to develop merchandise assortments, evaluate retail sites, manage sales associates, and target promotions to customers. While the course focuses on the retail industry including retailers of consumer services, the content of the course is useful for students interested in working for companies that interface with retailers such as manufacturers of consumer products or for students with a general