RockhuRst univeRsity 2012–2014 catalog

ary materials to expand beyond the text and bringreal life problems and solutions into the classroomfor student discussion. Prerequisite: MK 3000 andBUS 3350.MK 4100. Marketing Research (3)A thorough study of the various types of marketresearch. Problems related to planning research,gathering and summarizing data and interpretingthe findings are discussed and analyzed. Theemphasis is on the practical use of market researchin making market decisions. Actual market researchprojects are used to further this process. Prerequisite:MK 3000, introductory statistics, BUS 1800,and senior standing.MK 4400. Personal Selling and SalesManagement (3)Assess your own behavioral style and how to adjustit in order to influence others to accept your ideas.Learn the different ways of attracting and retainingcustomers. Discover how to obtain informationfrom potential customers and use it to create apersuasive and dynamic sales presentation. Use thespin technique so that your customers handle theirown objections and close their own sales. This is anexperientially based course designed to improve allof your selling skills. Prerequisite: MK 3000, seniorstanding, and marketing concentration or instructorapproval.MK 4500. Marketing Policy (3)Learn how to run all aspects of a business, includingwhat research is best to determine your customerneeds, how finance impacts on marketing,and how does marketing and production need tobe integrated to achieve your corporate goals. Competeagainst other students groups in the excitingmicrocomputer industry. Develop your own leadershipstyle and learn how to transform your teaminto a high performing group which will enablethem to achieve high profits and exceed customerexpectations. Prerequisite: Senior standing, marketingconcentration.230