COURSE DESCRIPTIONS

260-311 PRINCIPLES OF MARKETING 3 cr
A study of the activities involved in the distribution of goods and services in
a system-analysis framework. Examines consumer buying behavior and marketing
functions within the firm. Investigates constraints imposed on decision makers
and evaluates the performance of marketing in terms of social and economic
efficiency.

260-321 MARKETING RESEARCH 3 cr
Methods of planning and carrying out marketing and consumer research studies.
Problem formulation, exploratory research, questionnaire construction and
design, observational and sampling techniques, conducting surveys, data
analysis, reporting, interpretation of findings and implementation of
recommendations.
Prereq: 260-311 and 230-245.

260-337 RETAIL MANAGEMENT 3 cr
Economic importance and development of retailing institutions
Prereq: 260-311.

260-339 FRANCHISING 3 cr
An examination of franchising as an alternative distribution strategy. This
course is designed to provide students with a basic understanding of and the
knowledge to acquire and operate a franchise.
Prereq: 260-311.

260-346 STUDENT EXCHANGE IN INTERNATIONAL 3-12 cr
PROGRAMS

The course is intended for UW-Whitewater students who are enrolled in a higher
education program outside the United States. When courses offered by
international institutions do not have direct equivalents in current Marketing
Department course offerings, students may enroll for up to 12 credits in this
course. The chair of the Marketing Department will approve enrollment on a
case by case basis.
Repeatable.

260-349 SALES MANAGEMENT 3 cr
Study of the functions of a sales department within the marketing organization.
Included are organization, recruiting and selection procedures, training,
compensation, expenses, quotas, supervision, stimulation, planning activites,
and evaluation of sales personnel. Case approach used.
Prereq: 260-311.

260-350 PROMOTIONAL POLICIES AND STRATEGIES 3 cr
Theory and concepts employed by organizations in presenting promotional
messages through various communication media. Management strategy in promotion
and the problems encountered will be emphasized.
Prereq: 260-311.

260-361/561 INTERNATIONAL MARKETING 3 cr
A survey of the structure, techniques, problems and general environment of
marketing abroad. Subjects include organization, promotion, finance, legal
aspects and operation.
Prereq: 260-311.

260-400 PRODUCT POLICY AND STRATEGY 3 cr
Analysis of marketing problems encountered in developing and introducing new
products, managing existing products, and phasing out obsolete products.
Emphasis is placed on the coordination of activities that lead to successful
market management of products. Various marketing concepts and problems related
to product development and introduction are surveyed and analyzed.
Prereq: 260-311.

260-412 BUSINESS TO BUSINESS MARKETING 3 cr
An intensive examination of the industrial marketing sector. Emphasis is placed on
understanding the unique dimensions of the industrial marketing environment and
translating this understanding into effective integrated industrial marketing
programs. Attention is given to producer, reseller and government markets.
Prereq: 260-311.

260-429 PERSONAL SELLING 3 cr
A seminar in the art and science of selling. Examined and probed in depth will be
the whys and hows of selling theories, principles, techniques and practices.
Prereq: 260-311 or 166-232 (Speech Electronic Media Emphasis Majors ONLY)

260-432 MARKETING IN SERVICE ORGANIZATIONS 3 cr
A reconsideration of traditional marketing topics in the context of a variety of
service organizations. Emphasis is placed on discussion of how product-oriented
marketing activities need to be adjusted or even re-invented to accommodate
"nonproducts."
Prereq: 260-311.

260-436/636 PURCHASING AND MATERIALS MANAGEMENT 3 cr
An integrated approach to the problems of inventory determination, purchasing,
incoming traffic and industrial marketing from the viewpoint of the manager of
materials. Cases studied.
Prereq: 260-311.

260-442/642 PHYSICAL DISTRIBUTION SYSTEMS ANALYSIS 3 cr
Analysis of the problems encountered in the physical movement of goods from the end of production to the consumer. Surveyed in this course are various techniques and methods for analyzing spatial arrangements of markets, plant and warehouse location, inventory systems, selection of carrier alternatives and selection of physical movement channels.
Prereq: 260-311.

260-444 DIRECT MARKETING 3 cr
Students are introduced to the scope of direct marketing including mail order, lead
generation, circulation, loyalty programs, store traffic building, fundraising,
pre-selling, post-selling and research. The course includes grounding in all major
direct marketing media: direct mail, broadcast, print advertising, catalogs, co-ops,
telemarketing, inserts and videos. The measurability and accountability of direct
marketing and its relationship to the total marketing mix are stressed.
Prereq: 260-311

260-479 MARKETING MANAGEMENT AND POLICIES 3 cr
Organization and coordination of the total marketing program including sales,
advertising, credit, marketing research, distribution policies, pricing, sales
forecasting and demand analysis. Focus is on firm's ability to adjust to
competitive trends and changing market conditions.
Prereq: 260-311 and 260-321 and senior standing.

260-492 INTERNSHIP IN MARKETING 1-3 cr
An opportunity for selected upper level students to gain work experience in some
area of marketing during a semester or summer. Course includes an appropriate written
report on the work experience. Repeatable for a maximum of 6 credits. Offered on a
satisfactory/no credit basis only.
Prereq: Jr or senior standing and consent of instructor (S/NC).

260-494 MARKETING SEMINAR 3 cr
Directed reading and research involving group or individual projects in the
marketing field. Use of extensive bibliographical and case materials. Class
discussion and participation. Concentration in special problem areas of marketing.
Seminar papers.
Prereq: Senior standing and consent of department chairperson.

260-498 INDEPENDENT STUDY IN MARKETING 1-3 cr
Prereq: Senior standing and consent of department chairperson.