Course Descriptions

MAR 200 - Principles of Marketing

3 Credits

This course examines the business function of Marketing. Students will learn how marketers deliver value in satisfying customer needs and wants, determine which target markets the organization can best serve, and decide upon appropriate products, services, and programs to serve these markets. Topics include branding and product development, pricing strategies, marketing research, promotion, supply chain management and service marketing. Marketing metrics will be used throughout the course to assess the impact of marketing strategies.

Prerequisites: BUS 104 or BUS 110 with a C or higher AND Math Level 6 Placement (or higher) or MTH 096/098/104/155/160/161/162/165/higher with a C or higher.

MAR 201 - Dynamics of Selling

3 Credits

This course focuses on the factors involved in effective selling. It provides conceptual and hands-on practical guidance using both models and frameworks that support the sales planning process combined with role-playing scenarios. Emphasis is on the development of the sales mindset, sales/sales call planning, and sales execution for both the sales professional or business owner. Topics include understanding buyer personalities and communication preferences, the B2B and RFP buying process, application of psychological and persuasive selling techniques, methods of conducting the sales presentation, and territory/account structure and management.

Prerequisite(s):  BUS 104 OR BUS 110 with a C or better

MAR 290 - Independent Study

Variable Credit

See the Department Chairperson.