Programs in the Department of Marketing

The marketing major is designed to develop skills and insights relating to strategies and activities for careers in marketing. The marketing student will explore such areas as product planning and management, distribution, marketing research, retailing, advertising and promotion, consumer behavior, sales and sales management, customer services and satisfaction, and global marketing. Each of these areas offers professional career opportunities for the graduate.

There is no business law major, but business law courses are integral parts of any business major. All Herberger Business School majors are required to take a business law course which gives students an overview of important legal principles which they will encounter in their careers. Furthermore, there are specialized business law courses, such as Marketing and the Law, Real Estate Law, and Commercial and Financial Law, which are crucial for students majoring in these areas.

The marketing minors can be used in numerous ways to enhance students' educational experience. These minors are especially appropriate for students who wish to enhance career preparation skills in general marketing (see MKTG 402, 403 and 404), advertising management (see MKTG 403, 414), international marketing (see MKTG 416, 417 and 418), retail and services marketing (see MKTG 411 and 419), or sales and sales management (see MKTG 403, 415 and 419).

The department currently does not offer a graduate program. However, Marketing courses are an important part of the master of business administration program (see MBA requirements, listed under Master of Business Administration in the University Catalog).

Professional Selling Specialization (beginning Fall 2014)

The Professional Selling Specialization (PSS) is a 15 credit program (5 courses). The PSS is designed to: (a) meet labor market needs due to the continued growth in the professional selling, sales management, and retail arenas as projected by the U.S. Bureau of Labor Statistics; (b) strengthen students’ competitive advantage as they begin and pursue their careers.

All SCSU students (both business and non-business) who have been admitted to a major are eligible. Students interested in the program should complete an Application for Admittance to the Professional Selling Specialization and submit it to Dr. Dennis Bristow in the Marketing Department Office, Centennial Hall 462.

View from the control room, through the glass, into the Northwestern Mutual Sales Lab.

The Professional Selling Specialization takes advantage of a new facility called the Northwestern Mutual Sales Lab (pictured above). The purpose of the Northwestern Mutual Sales Lab is to provide a state-of-the-art learning environment for students to experience sales presentations in an interactive, real-world business setting. The lab offers a viewing/control room with digital recording capabilities, presentation critiques, and real-time instructor/student feedback.

Simulation Room
Professional office setting complete with digital high definition cameras
Internet capability
Two-way real-time connectivity

Control Room
Simulation room and classroom connectivity
Immediate presentation recording
Feedback and Cloud capability

Classroom
Cloud capability for remote presentations
Feedback and student interaction

Through a combination of courses, taught by HBS faculty and with participation from area business professionals, the PSS will include coverage of the following topic areas:

  • Principles of Marketing (MKTG 320 will fulfill this requirement; 3 credits; prerequisite for all other courses)

Principles and concepts underlying marketing functions, including the conception, pricing, promotion, and distribution of products and services and the role of marketing in society.

Primarily a lecture course designed to provide broad marketing knowledge base.

  • Business Communications (MKTG 333 will fulfill this requirement; 3 credits)

Advanced business report writing; analysis and interpretation of business communications.

Active learning course taught with a combination of lectures and small-group breakout sessions. 

  • Professional Selling Skills (MKTG 415 will fulfill this requirement; 3 credits; prerequisite for MKTG 426 Professional Selling Specialization)

Aspects of the selling function in consumer and/or industrial markets with an emphasis on selling methods and applications.

This course features a combination of lecture, role-play activities, and video-taping and feedback.  Students prepare and implement a professional sales presentation. 

This course is designed to include the active participation of area business professionals in role-play, sales presentation evaluation and feedback, guest lectures, and presentations.

  • Sales Management (MKTG 425 will fulfill this requirement; 3 credits; prerequisite for MKTG 426 Professional Selling Specialization)

Activities involved in managing a sales force; sales manager's decision-making with respect to formulation, implementation, and evaluation of sales programs; case emphasis.

This course features a combination of lecture, case-analysis, and role-play activities.  Students will analyze sales management cases and present alternative decisions and solutions.

This course is designed to include the active participation of area business professionals in case presentation decision/solution evaluation and feedback, guest lectures, and presentations.

  • Professional Selling Specialization (MKTG 426) – The four modules listed below will together comprise a 3 credit marketing elective/university elective course).  Each module will be weighted equally and all modules are to be completed sequentially in a 15 week term.
    • Module 1: Professional Selling Practicum and Shadowing - Provides field experience in the sales force of a sponsoring firm. This module includes classroom discussion of current topics in sales.

The classroom component of this module features guest lectures and presentations from area sales professionals.

This module matches each PSS student with a participating employer in a professional selling shadowing relationship.

    • Module 2: Sales Management Practicum and Shadowing – Provides practical experience in sales management. This module includes classroom discussion of current topics in sales management.

The classroom component of this module features guest lectures and presentations from area sales professionals.

The module matches each PSS student with a participating employer in a sales management shadowing relationship.

    • Module 3: Global Marketing/Culture in Professional Selling - Covers professional selling in world markets with emphasis on recognizing and addressing cultural differences in consumer and industrial markets and their political/economic/cultural marketing environments. Examines the professional selling issues required to successfully meet the needs and demands of a world market.

This module features guest lectures and presentations from area sales professionals with global sales experience.  Video-conferencing enables interactive lectures from sales professionals in remote and global locations.  

    • Module 4: Social Media and Technology in Professional Selling - Focuses on the use of technology, including Power Point presentations and social media, as a communication and management tool in professional selling.  This module includes classroom discussion of current topics in social media use in selling.

Module 4 features guest lectures and presentations from area sales professionals.

 

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