The Certificate in Professional Selling is available to students outside of the School of Business who wish to pursue a sales-related career within their discipline. Examples include careers in health care sales, entertainment industry sales, pharmaceutical sales, technical sales or even recruiting.
The Certificate in Professional Selling is available to students outside of the School of Business who wish to pursue a sales-related career within their discipline.
Management and Marketing
Marketing and Business Development is designed to educate students about the organizational functions of marketing and business development and their impact on organization success, society and the economy. In this course, students acquire comprehensive knowledge about marketing concepts, programs and strategies to develop sustainable relations with the market and create mutual value for the organization and its stakeholders. The course emphasizes business development which includes personal selling strategies, product and service innovation, strategic market system alliances and new market development. The challenges marketing professionals face are analyzed and ethical ways of approaching them are identified. Through the use of projects, written assignments, case discussions, and newsworthy marketing issues and trends, students are encouraged to apply the marketing process to managerial situations and opportunities. Lecture, Online. Offered every semester.
This course introduces the fundamentals of salesmanship and the problems confronted by the sales manager. Emphasis will be placed on developing an understanding of production planning, pricing, market analysis and specific areas of sales management. Attention will be given to management of the sales force, recruitment, selection and ethical considerations. Software will be integrated into this course to reflect current trends in sales management and the selling function. Lecture, Online. Offered every semester.
This course uses theories and research that explain and predict consumer and organizational buying behavior. The course examines concepts that have implications for marketing management decisions, including individual and group decision-making, socio-cultural and psychological factors that influence consumer attitudes, and consumer research. Projects are assigned to allow students to apply theoretical concepts to real world challenges and experiences. Prerequisite: MKTG 271 Lecture, Online. Offered fall and spring.
International negotiation is a dynamic and complex process by which international organizations and sovereign states resolve international disputes and formulate enduring agreements to support sustainable collaborative multi-organizational and multi-national relations. The course of International Negotiation is the academic opportunity for students to acquire specialized knowledge of negotiation in international setting, and develop familiarity and competency in the dynamics of the process of actual multi-lateral negotiation. The course serves two primary outcomes: First, participants acquire in-depth understanding of theories and concepts of negotiation in international setting. Second, participants develop competency to participate and collaborate in actual international negotiation to build enduring agreement. Concepts and competencies learned in this course have wide applications and make this course valuable component of many academic disciplines. Lecture. Offered fall and spring.
This course exposes students to the digital tools that support the sales and marketing processes. Topics discussed include CRM systems, social media, sales force automation, and content marketing. Lecture. Offered spring only.