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Marketing and Sales

Principles of Marketing

Course #: 5057A-B
Duration: 20 hours
What Students Learn:

PART 1 (5057A). The New Marketing Concept; Functions of the Marketing Manager; Planning Marketing Strategy; Market Segmentation Analysis; The Marketing Environment - Economic, Ecological, Technological, and Cultural; Political and Legal Constraints on Marketing; Consumerism, Market Analysis, Cultural and Social Determinants, and Consumer Behavior; Problem-Solving Models of Consumer and Industrial Buying Behavior; Value Analysis; Marketing Research and Forecasting.

PART 2 (5057B). The Product Concept; Product Planning and Development; Product Branding and Packaging; Promotion and Promotional Policies; Managing the Sales Force - Selection, Training, and Compensation; Channels of Distribution; Developing a Channel Strategy; Price Determination and Pricing Policy; Government Regulation.

Managing Physical Distribution

Course #: 6536A-B
Duration: 20 hours
What Students Learn:

PART 1 (6536A). Historical Development of Physical Distribution; Cost of Physical Distribution; Importance of Physical Distribution; Functional Areas of Physical Distribution; Distribution System Analysis; The Systems Concept; The Physical Distribution System; Establishment of Distribution Objectives; Selection of Alternative Systems; Constructing and Testing Models; Total Cost Analysis; Comparative Statistics; Multiple Analysis.

PART 2 (6536B). Location Analysis; Production Plant Location; Retail Location; Distribution Warehouse Location; Single Facility Location; Multiple Facility Location; Transportation and Traffic; Legal Forms of Transportation; Coordinated Transportation Systems; Special Transportation Agencies; Transportation Rates; Special Transportation Services; Transportation Documentation; Traffic Distribution Planning; Organization and Performance Measurement; Centralized Concept of Formal Organization.

Marketing Research

Course #: 5055A-D
Duration: 40 hours
What Students Learn:

PART 1 (5055A). Marketing Environment; Decision Process; Tri-Plan System; Marketing Orientation; Buying and Selling Motives; Consumerism; Nature and Scope of Marketing Research; Methods of Marketing Research.

PART 2 (5055B). Introduction to Sampling; Defining the Universe; Sample Design; Probability Versus Nonprobability Sampling; Normal Curve; Standard Deviation; Sampling Error Confidence Limits, Size of the Sample; Sampling Methods; Overview of a Marketing Research Project; Planning the Research Project; Formulating the Problem; Decision Process Determining the Research Objective; Determining the Sources of Information.

PART 3 (5055C). Secondary Data; Advantages of Secondary Data; Limitations of Secondary Data; Selecting Sources of Secondary Data; Types of Secondary Data; Primary Data Sources; Preparing the Primary Data Program; Preparing the Questionnaire; Varieties of Questionnaire Scales; Activating the Research Project; Organizing Field Operations; Data Analysis Developing Summary Statistics.

PART 4 (5055D). Preparing Data for Analysis; Rules of Editing; Validation of the Sample; Tabulation; Bias; Correlation Analysis; Reliability Tests; Chi-square Tests; Analysis of Variance; Nonparametric Tests; Methods of Statistical Presentations; Forecasting.

Sales Management

Course #: 5060A-C
Duration: 30 hours
What Students Learn:

PART 1 (5060A). The Field Sales Management; Careers in Selling; Organization of the Sales Force; Sales Organization "Danger Signals;" Leadership Qualities; Relation of Sales Department to Internal Organization and External Community; The Art of Sales Management.

PART 2 (5060B). The Product and the Marketplace; Consumer Goods, Industrial Goods, Military and Government Goods; The Selling Process, The Buyer, and His/Her Motivation; Sales Prospecting; Sales Planning: Recruiting, Selecting, and Training Salespeople.

PART 3 (5060C). The Role of the Sales Manager; Sales Operations Strategy; Managing Sales Representatives Performance; Managing Distribution; Management of Information.

Sales Records and Reports

Course #: 5998
Duration: 10 hours
What Students Learn: Purpose of Records and Reports; Customers' Records; Chronological Records; Importance of Reports to Management; Proper Market Research; Graph-A-Matic Computing Charts; Control of Salesman's Performance; Types of Reports; Weekly Work Plan.

Public Relations

Course #: 5058A-C
Duration: 30 hours
What Students Learn:

PART 1 (5058A). What is Public Relations; Evolution of Public Relations; Public Relations Responsibility and Functions; The Public Relations Agency; Public Opinion; Theory of Cognitive Dissonance; Laws of Public Opinion; Research and Communication Theory.

PART 2 (5058B). Dealing with the Press; Art of Publicity; Public Relations in Government; Corporate Government Relations; Community Relations; Public Affairs; Financial Relations; Disclosure and the S.E.C.; Employee Public; Consumer Public; Youth, Women, and Other Special Publics.

PART 3 (5058C). Techniques of Public Relations Writing; Effective Speech Writing; Public Relations and Marketing; Uses in Advertising; Public Relations Abroad; Support Activities and the Future.

Selling Your Ideas

Course #: 6219
Duration: 10 hours
What Students Learn: The Qualities Which Employers Look For; How to Make Others Understand; How to Achieve Good Self-Expression; Putting Over Ideas Through Persuasion; The Relationship between Advancement and the Selling of Ideas; The Cultivation of a Positive Attitude; Speaking Up, Using Words as Tools, Questioning, and Listening; Working with Associates; Admitting Mistakes; Seeking Participation.

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