& Student Handbook - Saint Mary's University of Minnesota

Bachelor Degree Programs 101
Required Course Descriptions
MK300
Marketing Principles (3 cr.)
This course addresses the role of marketing in organizations. It
examines the fundamental marketing mix elements of product, price,
placement, and promotion that comprise organizational marketing
strategies. It further explores how the marketing mix elements are
strategically implemented to create and deliver products, services, or
ideas to consumers.
MK302
Marketing Ethics (3 cr.)
This course introduces students to the moral and social issues that arise
in the marketing profession. It examines implications of how marketing
efforts impact consumers and society. It also examines the legal and
regulatory forces that impact how marketers conduct business. Ethical
concepts and frameworks used to resolve moral dilemmas are
presented.
MK305
Consumer Behavior (3 cr.)
Prerequisite: MK300
This course explores both individual and business consumer buying
behavior and the impact of these behaviors on organizational marketing
initiatives. The contributions of the social sciences in understanding the
social and psychological elements that influence buying behaviors are
examined. Also examined is the use of consumer behavior research data
for planning and executing marketing efforts.
MK310
Promotion and Communication (3 cr.)
Prerequisite: MK300
This course examines the tools of promotion and communication used in
organizational marketing efforts. Topics include advertising, direct
marketing, sales promotions, public relations, and personal selling.
Message development and communication approaches for various types
of promotion are discussed. Legal and ethical issues related to
marketing promotions and communication are also considered.
MK400
Market Research (3 cr.)
Prerequisite: BU403, MK300
This course covers the theory and design fundamentals of marketing
research and the analysis and use of research results in making
marketing decisions. A variety of quantitative and qualitative research
methodologies and approaches that are used to research consumer and
business markets are considered. Applications of market research for
various sizes and types of companies are also considered.
Required Sales Courses
MK315
Principles of Selling (3 cr.)
Prerequisite: MK300
This course covers the theory and practice of selling products and
services. Approaches to professional selling are reviewed, with the
application of selling and customer relationship skills emphasized. Topics
covered include the theories and practices of customer prospecting and
approach, determining customer wants and needs, sales presentation,
overcoming objections, closing the sale, and sales territory management.
Also reviewed are communication skills and techniques needed for
developing relationships and negotiating sales transactions. Finally, the
legal and ethical issues pertaining to contemporary selling are covered.
MK440
Business Sales (3 cr.)
Prerequisite: MK300
This course covers the theory and practice of selling products and
services to businesses. It considers its similarities to and differences
from consumer sales in terms of mix, buyer behavior and the buyerseller
relationship. It addresses the social, ethical, and legal elements of
business-to-business sales.
MK442
Sales Management (3 cr.)
Prerequisite: MK300
This course examines the process of managing sale representatives,
accounts, and resources in the context of the legal, ethical and global
business environment. It covers the sales force recruiting and hiring
process; approaches to sales force training, compensation, and
motivation; techniques used in sales forecasting; and approaches to
establishing and managing sales territories. Strategies for managing
resources and measuring sales goals are also explored.
MK444
Customer Service and Communication (3 cr.)
Prerequisite: MK300
This course addresses the importance of customer service and
customer-centered communication for ensuring the success of
organizational marketing efforts. It explores the concepts of designing
systems that meet the service and communication needs of customers,
and of building and maintaining lasting customer relationships.
Strategies for assessing whether systems promote or hinder an
organization’s ability to deliver excellent customer service are examined.
Also examined are techniques for designing effective communication and
the use of technology to support customer service activities.
Required Business Courses
BU403
Applied Statistics (3 cr.)
This course presents the theory and procedures of data analysis. It
focuses on measures of central tendency and dispersion, simple
probability, data analysis, and an overview of statistical inference.
BU407
Financial Management (3 cr.)
This course is an introduction to the theory and practice of financial
management of organizations. Topics covered include the assessment of
types of business entities and capital acquisition sources, basic financial
statement analysis, the assessment of how income taxes impact the
financial decision-making process, the evaluation of capital projects
using the time value of money concepts, management of an entity’s
current assets and current liabilities, and the maximization of
shareholder wealth.