(3 credits) Prerequisite(s): ENG 05 if required by student’s individual placement.
Presents principles, methods, and problems involved in the marketing of goods, services, and ideas to consumers and organizational buyers. Discusses present-day problems and policies connected with distribution and sale of products, pricing, promotion, and buyer motivation. Examines variations of the market research, plus legal, social, ethical, and international considerations in marketing. Lecture 3 hours per week.
MKT 110
:
PRINCIPLES OF SELLING
(3 credits) Prerequisite(s): ENG 05 if required by student’s individual placement.
Presents a fundamental, skills-based approach to the professional selling of products, services, and ideas. Emphasizes learning effective interpersonal communication skills in all areas of the sales process through skill-building activities. Examines entry-level sales careers in retailing, wholesaling, services and industrial selling. Focuses on building a positive self-image, following ethical behavior, understanding buyer needs, and appreciating the importance of a positive customer relationship strategy. Concludes in a professional sales presentation to buyers ranging from individual consumers to corporations. Lecture 3 hours per week.
MKT 115
:
RETAIL ORGANIZATION AND MANAGEMENT
(3 credits) Prerequisite(s): ENG 05 if required by student’s individual placement.
Examines the organization of the retail establishment to accomplish its goals in an effective and efficient manner. Includes study of site location, internal layout, store operations, and security. Examines the retailing mix, the buying or procurement process, pricing, and selling. Studies retail advertising, promotion, and publicity as a coordinated effort to increase store traffic. Lecture 3 hours per week.
MKT 197
:
COOPERATIVE EDUCATION IN RETAIL MERCHANDISING
(3 credits) Prerequisite(s): Approval of cooperative education coordinator.
Supervised on-the-job training for pay in approved business, industrial, and service firms. Program is coordinated by the cooperative education coordinator. Credit/work ratio not to exceed 1:5 hours. May be repeated for credit. Variable hours. MKT 197 offered for first year co-op students.
MKT 210
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SALES MANAGEMENT
(3 credits) Prerequisite(s): ENG 05 if required by student’s individual placement.
Presents an in-depth examination of managing a sales force. Introduces methods of training, compensating, motivating, and evaluating the sales force. Explores forecasting techniques and quotas. Lecture 3 hours per week.
MKT 220
:
PRINCIPLES OF ADVERTISING
(3 credits) Prerequisite(s): ENG 05 if required by student’s individual placement.
Emphasizes the role of advertising in the marketing of goods and services. Discusses the different uses of advertising, types of media, how advertising is created, agency functions, and legal, social and economic aspects of the industry. Introduces advertising display, copy and art work preparation, printing and selection of media. Lecture 3 hours per week.
MKT 271
:
CONSUMER BEHAVIOR
(3 credits) Prerequisite(s): ENG 05 if required by student’s individual placement.
Examines the various influences affecting consumer buying behavior before, during, and after product purchase. Describes personal, societal, cultural, environmental, group, and economic determinants on consumer buying. Lecture 3 hours per week.
Thomas Nelson Community College
99 Thomas Nelson Dr., P.O. Box 9407,
Hampton VA 23670
(757) 825-2700 - Hampton Campus
(757) 253-4300 - Historic Triangle Campus
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