• MKT 3730: Sales Management

  3.00 Credits

  The University of Tennessee - Chattanooga

  
  Sales Management provides students with an overview of how firms produce an effective salesforce. The course also extends students' understanding of marketing's reach and potential impact in achieving its overarching goals. This course covers the sales process, the relationship between sales and marketing, sales force structure, customer relationship management (CRM), uses of technology to improve sales force effectiveness, and issues in recruiting, selecting, training, motivating, compensating and retaining salespeople. Spring semester. Prerequisite: MKT 3630 or department head approval. Junior standing. Differential course fee will be assessed.
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• MKT 3900R: Experiential Learning: Academic Internship Program

  1.00 - 3.00 Credits

  The University of Tennessee - Chattanooga

  
  A supervised work experience designed to strengthen the student's technical competencies and fundamental knowledge in accounting, finance, management, marketing or entrepreneurship. Application process required. Minimum GPA and previous coursework will be evaluated prior to approval. A maximum of three credit hours can earned through one internship position. A maximum of six credit hours can be earned in ACC 3900r/BUS 3900r/ETR 3900r/FIN 3900r/MGT 3900r/MKT 3900r per student through the College of Business with no more than three hours earned per semester. Every semester. Prerequisite: approval of internship coordinator. Junior standing. Open to business majors only. Differential Course Fee will be assessed. Graded on a satisfactory/no credit basis.
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• MKT 3999R: Group Studies

  1.00 - 9.00 Credits

  The University of Tennessee - Chattanooga

  
  On demand. Prerequisites: department head approval. Department may have additional prerequisite requirements. Differential course fee will be assessed.
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• MKT 4150: Business to Business Marketing

  3.00 Credits

  The University of Tennessee - Chattanooga

  
  Principles and strategies used in the marketing of products and services to businesses and industrial customers. Covers the differences between organizational buyers and ultimate consumers and the resulting effects on marketing strategy. The course also covers the “buying” side of business to business marketing by examining the purchasing function within organizations. This includes the planning, implementation, and control of purchasing operations, inventory management, and buying for institutions and government agencies. On demand. Prerequisites: MKT 3130, junior standing or department head approval.
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• MKT 4160: Business Negotiations

  3.00 Credits

  The University of Tennessee - Chattanooga

  
  Negotiation is both art and science, and is required at every level of every firm for all employee types. Gaining skills and expertise in this fundamental aspect of corporate and organizational existence will ensure the student achieves the best possible negotiation outcomes. This course further develops and cultivates the student's capability to effectively negotiate. A number of realistic negotiation exercises with two or more parties form the bulk of the curriculum. Lectures, theory, and other best practices further complement the course, with the learning materials drawn from best-of-breed multidisciplinary sources, including: business, psychology, economics, behavioral science, game theory, history, politics, and military strategy, amongst others. Fall semester. Junior standing. Differential course fee will be assessed.
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• MKT 4170: Strategic Distribution Management

  3.00 Credits

  The University of Tennessee - Chattanooga

  
  Principles and strategies used to design and manage the distribution channels used in the movement of goods and services from producers to users. Includes channel management issues such as determining channel type, coverage and service levels, costs, and conflict management within the channel. The logistics of physical distribution are also addressed. This includes the integration of transportation, warehousing, order processing, inventory control, and location decisions in the effective movement of products and services. On demand. Prerequisites: MKT 3130, junior standing or department head approval.
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• MKT 4310: Digital Marketing

  3.00 Credits

  The University of Tennessee - Chattanooga

  
  This course introduces students to the changing world of digital marketing. Students will examine how to strategically utilize digital tools to build a customer community, strengthen brand equity, and influence public opinion. The course will cover both the conceptual use of digital media as well as the practical tools involved. Prerequisites: MKT 3130 and either MGT 1000 or CPSC 1000, and junior standing, or department head approval. Differential Course Fee will be assessed.
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• MKT 4420: Services Marketing

  3.00 Credits

  The University of Tennessee - Chattanooga

  
  An examination of the unique aspects of marketing of services. Appropriate for students seeking careers in health and human services, banking and finance, education and training, small business, sports management, information technology, or other service industries. The course investigates the characteristics of services and service customers, strategic differences in the marketing of goods versus services, service standards, and service quality measurement and management. In addition, the importance of service in providing customer satisfaction. Fall semester. Prerequisites: 6 hours in marketing courses including MKT 3130, junior standing or department head approval.
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• MKT 4490: Practicum in Marketing and Entrepreneurship

  3.00 Credits

  The University of Tennessee - Chattanooga

  
  This course is an elective for both marketing and entrepreneurship majors who are interested in the practical application of marketing and entrepreneurship concepts and theories. Students will work in groups and be supervised in the process of creating a strategic marketing plan for an entrepreneur or small business. Students will learn the analytical processes and decision tools used to develop the different components of a marketing plan. The course also examines various marketing strategies companies use to achieve their objectives and create a competitive advantage. At the end of the semester, each group will present its strategic marketing plan to the respective business owners. Spring semester. Prerequisites: MKT 3130 and 6 additional hours of marketing or entrepreneurship with a minimum grade of C in all 9 credit hours, or department head approval. May be registered as ETR 4490. Credit not allowed in both MKT 4490 and ETR 4490.
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• MKT 4500: Marketing Research

  3.00 Credits

  The University of Tennessee - Chattanooga

  
  Course emphasizes marketing research as a decision making tool in opportunity identification and problem analysis. In addition to secondary data analysis, research methodologies and procedures for additional data capture will be covered. An application-oriented approach will address all research phases from problem identification to presentation. Every semester. Prerequisites: MKT3130 with a minimum grade of C, 3 additional hours in MKT courses, MGT 2120 with a minimum grade of C, or department head approval. Senior standing. Differential course fee will be assessed.
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