Marketing    110

1 (crs.)

Tips for Handling Significant Selling and Buying Experiences

This one-credit course helps students anticipate and navigate situations where they will make major selling and buying decisions. Content focuses on situations that involve contracts, high collar amounts, working with professional salespeople, etc. As a result of taking this course, students should be better able to navigate these situations (e.g., when leasing an apartment or buying major appliances), and become more aware of professional sales roles that might interest them. The course is co-taught by a UWO professor and sales professionals who are involved in coaching students enrolled in the university Sales Emphasis. Special course fees may apply.

Marketing    331

3 (crs.)

Fundamentals of Sales

This course examines the role of sales in marketing and the broader company and covers the basic sales process. The focus will include identifying various types of sales positions and skills, talents and traits normally found among people who excel at those positions. Prerequisites: (MARKET 335 and 338 (co-requisites)) AND EITHER (Admitted to the School of Business) OR (60 credits and 2.2 GPA). Special course fees may apply.

Marketing    335

3 (crs.)

Sales Management

This course examines issues related to recruiting, coaching, incentivizing and evaluating salespeople. Beyond personnel activities, this course also focuses on management responsibilities such as sales forecasting, working with budgets and outsourcing. Prerequisites: (MARKET 331 and 338 (co-requisites)) AND EITHER (Admitted to the School of Business) OR (60 credits and 2.2 GPA). Special course fees may apply.

Marketing    338

3 (crs.)

Advanced Sales Topics

This course explores a wide variety of advanced sales topics including negotiations, sales math and contracts, customer relationship management, client entertainment laws and practices, tradeshows and project management. Prerequisites: (MARKET 331 and 335 (co-requisites)) AND EITHER (Admitted to the School of Business) OR (60 credits and 2.2 GPA). Special course fees may apply.

Marketing    363

3 (crs.)

Digital Marketing

This course provides an overview of the rapidly changing digital strategies organizations use to market and sell to both businesses and consumers. Topics cover the basics of internet marketing, social media marketing and mobile marketing. Prerequisites: (Admitted to the School of Business) OR (44 credits and 2.2 GPA or instructor consent). Special course fees may apply.

Marketing    371

3 (crs.)

Essentials of Marketing

Topics reflect decisions businesses make such as how to segment markets and target groups of buyers, what products/services to develop, how to set prices, how to advertise and promote products/services, and how to get products/services to customers. Other issues discussed include personal selling, market research, market strategy, and how people buy. Several applied assignments exist, both qualitative and quantitative. Students entering the course are expected to have good algebra and other basic math skills; knowledge of Microsoft Excel is a plus. BUS CORE. Prerequisites: (Admitted to the School of Business) OR (44 credits and 2.2 GPA or instructor consent). Special course fees may apply.

Marketing    372

3 (crs.)

Retailing in the Digital World (GS)

A managerial study of the retailing process. This course familiarizes students with the decisions involved in running a retail firm and the concepts and principles for making those decisions. Topics include digital and physical store locations, merchandise planning and control, pricing, promotion, store management, digital and brick & mortar store layouts and designs, and customer services. This course discusses the integration of digital and physical customer contact points to provide for a seamless customer journey. This course approaches the topics from a global perspective. Prerequisites: (Admitted to the School of Business) OR (44 credits and 2.2 GPA or instructor consent). Special course fees may apply.

Marketing    373

3 (crs.)

Marketing Channels

This course is designed to teach students how to manage and develop effective distribution systems from suppliers to final users. Students will learn the functions of each marketing channel member including physical possession, ownership, promotion, negotiation, financing, risking, and logistic tasks. Special attention is given to the behavioral dimensions of marketing channels such as the roles, power, conflict and communication between channel members. It also discusses vertical marketing systems, franchising systems, the multi channels design, e-tailing, the channel performance measurement, and international marketing channels. Prerequisites: (MARKET 371) AND EITHER (Admitted to the School of Business) OR (60 credits and 2.2 GPA). Special course fees may apply.

Marketing    374

3 (crs.)

Marketing Research

A study of scientific procedures applicable to marketing research. Methodological considerations include: defining the problem, determining the research design, collecting data, tabulating and analyzing data, and preparing reports. Prerequisites: (MARKET 371 with a grade of C or better and MHR 381 with a grade of C or better) AND EITHER (Admitted to the School of Business) OR (44 credits and 2.2 GPA). Special course fees may apply.

Marketing    375

3 (crs.)

Global Marketing (GS)

This course examines the challenges and opportunities of entering and operating effectively in the global markets. It analyzes the socio-cultural, political/regulatory, and economic variables in the global market and their impact on the global marketing decisions such as global entry modes, target markets, marketing objectives, product development, brand strategy, pricing strategy, marketing channels, the network of global supplies and communications strategy. Prerequisites: (MARKET 371) AND EITHER (Admitted to the School of Business) OR (44 credits and 2.2 GPA). Special course fees may apply.

Marketing    376

3 (crs.)

Advertising & Social Media Marketing

This course provides a managerial examination of the role of digital and social media communications within the promotional mix. Specifically, we discuss the difference between one-way communications such as advertising, sponsorship and direct marketing compared to the role of two-way communications such as content marketing, email campaigns, and social media marketing. Course topics include setting communication objectives, designing and executing a social media marketing strategy, and developing content designed to connect with audiences, promote thought leadership on a topic, generate audience engagement, and cultivate leads for an organization. Prerequisite: (Admitted to the School of Business) OR (44 credits and 2.2 GPA or instructor consent) Special course fees may apply.

Marketing    377

3 (crs.)

Consumer Behavior

This course explores customers in terms of their motivations, how they form perceptions of brands, how they use these perceptions to make purchase decisions, and issues such as post-purchase satisfaction and loyalty. Marketing efforts are considered in terms of how they influence customers. Prerequisites: (MARKET 371) AND EITHER (Admitted to the School of Business) OR (44 credits and 2.2 GPA). Special course fees may apply.

Marketing    378

3 (crs.)

Product Management

Product program development and implementation. Analysis of market factors, organizational structures, and production and procurement alternatives. A project, such as a product audit in the field, is a primary part of the course. Prerequisites: (MARKET 371) AND EITHER (Admitted to the School of Business) OR (60 credits and 2.2 GPA). Special course fees may apply.

Marketing    379

3 (crs.)

Professional Sales

This course focuses on professional selling in environments that typically require problem-solving and relationship building. The course explores types of sales efforts, elements of a sales process, different sales roles and characteristics of high performing salespeople. The course covers a sales process that includes prospecting, investigating needs, presenting solutions, closing, handling objections and post-sales execution. Some hands-on role plays are involved. Attendance and participation are graded elements of this course, and students are encouraged to take this course only if they can attend and participate in all class sessions. Prerequisites: (Admitted to the School of Business) OR (44 credits and 2.2 GPA). Special course fees may apply.

Marketing    418

3 (crs.)

Marketing Analytics

The course provides the conceptual and technical foundations of various marketing metrics and research methods. The purpose is to help students acquire advanced marketing research skills via hands-on experience. Another major purpose of the course is to help students improve their skills and abilities in effective project management; leadership communication and presentation of ideas; integration of knowledge, critical thinking and analytical problem solving; and effective use of technology for solving business problems. This purpose will be accomplished primarily by teamwork that is required for the completion of a set of projects during the semester and a comprehensive project report, which is also presented in class as part of the final exam. Prerequisites: (ECON 210 w/C or MATH 301 w/C or MATH 201 w/B or PSYCH 203 w/B or SOC 281 w/B) AND EITHER (Admitted to the School of Business) OR (60 credits and 2.2 GPA). Special course fees may apply.

Marketing    428

3 (crs.)

Digital Marketing Analytics

The course provides the conceptual and technical foundations of digital marketing analytic techniques. Its primary focus is the execution and measurement of digital marketing campaigns. The course takes a strategic focus by emphasizing the importance of formulating goals/objectives/KPIs and then tracking how the marketing campaign performs according to them. The course focuses on social media, search engine optimization, and web analytics. For each of these digital avenues, students will acquire skills that will allow them to understand and execute a successful digital marketing campaign. Prerequisites: (ECON 210 w/C or MATH 301 w/C or MATH 201 w/B or PSYCH 203 w/B or SOC 281 w/B) AND EITHER (Admitted to the School of Business) OR (60 credits and 2.2 GPA). Special course fees may apply.

Marketing    473

3 (crs.)

Marketing Strategy

This course focuses on development, implementation, and control of market-based strategies needed to attain and sustain an organization’s competitive advantage for the objective of achieving long-run organizational goals. Instructional methods may include case studies, decision making simulations and development of a marketing plan. Prerequisites: (MARKET 371 AND six additional credits of 300/400 level Marketing courses) AND EITHER (Admitted to the School of Business) OR (60 credits and 2.2 GPA). Special course fees may apply.

Marketing    474

3 – 6 (crs.)

Honors Thesis

Honors thesis projects include any advanced independent endeavor in the student’s major field of study (e.g., a written thesis, scientific experiment or research project, or creative arts exhibit or production.) Proposals must show clear promise of honors level work and be approved by a faculty sponsor. Course title for transcript will be Honors Thesis. Completed projects will be announced and presented to interested students and faculty. Prerequisite: In good standing with The Honors College, prior enrollment in HNRS 175Q and HNRS 275Q, and senior status. Special course fees may apply.

Marketing    475

3 (crs.)

Professional Purchasing Behavior

Professional purchasing behavior focuses on the organizational purchasing process in private and public institutions. The roles of the manager and buyer are emphasized within the context of external variables influencing supply, specification of organizational needs, selecting sources of supply, negotiating with salespeople, post-purchasing vendor evaluations, planning process and relating to other functional areas. Prerequisites: (MARKET 371 and MHR 381) AND EITHER (Admitted to the School of Business) OR (60 credits and 2.2 GPA). Special course fees may apply.

Marketing    477

3 (crs.)

Business Growth and Development

This course is designed to satisfy the School of Business culminating experience requirement. Open to all School of Business students, the course is structured in a manner that will enhance each person’s ability to understand business at a more holistic level. Students will gain insights about the many interdependencies that link the different functional areas of business together and will learn how to perform a comprehensive business/market analysis (with emphasis placed on identifying external opportunities and threats). This type of analysis is critical to strategic planning and requires some skill at correctly identifying and defining various issues, analyzing their nature, developing potential courses of action and then implementing “best” practices/solutions. Prerequisites: (Senior standing (last semester of enrollment), and completion or enrollment in BUSINESS 442, OR BUSINESS 340 AND have submitted a graduate application) AND EITHER (Admitted to the School of Business) OR (60 credits and 2.2 GPA). Special course fees may apply.