University Catalogue: 2008-09

Management and Marketing

Schneider Social Science 400E
(715) 836-3677
http://www.uwec.edu/Lists/Acad.htm

Timothy S. Vaughan, Chair

Joseph Bonner, Kristina Bourne, Robert Erffmeyer, LaNette Flunker, Justin Gardner, Jonathon Halbesleben, Robert Heintz, Todd Hostager, Raymond Hughes, Jennifer Johs-Artisensi, Kristy Lauver, Scott Lester, Abraham Nahm, Douglas Olson, Julie Pennington, Rhetta Standifer, Erwin Steiner, Robert Sutton, Scott Swanson, Charles Tomkovick, Theresa Wells, Rama Yelkur.

The Department of Management and Marketing offers comprehensive majors (no minor required) in Management, Marketing, and Health Care Administration, as well as a standard major in Business Administration. Within the Management major, specialized emphases are available in Human Resource Management, Operations and Materials Management, and Entrepreneurship, in addition to the general Management option. The Marketing major offers emphases in Professional Sales and Marketing Analytics in addition to the general Marketing option. The Health Care Administration major is targeted toward students preparing for careers in managing post-acute health care institutions.

The standard major in Business Administration is offered for those interested in the flexibility of a major/minor program of study. Additional concentration may be developed through planned selection of elective business courses.

The department also offers three minors. The Business Administration minor provides a broad survey of business principles for non-business majors. Minors in Management and Marketing provide an opportunity for students to gain more focused study and are available to all students, including those with a major in the College of Business.

An International Business Minor is also available to students in the College of Business and to students not in the College of Business who meet prerequisite requirements.

NOTICE: MATH REQUIREMENT-ALL STUDENTS MAJORING IN MANAGEMENT, MARKETING, OR BUSINESS ADMINISTRATION MUST COMPLETE MATH 111, A SHORT COURSE IN CALCULUS, OR THE EQUIVALENT.

Additional Recommendations (to be used in partial fulfillment of General Education requirements): The Department of Management and Marketing strongly encourages all majors to pursue additional work in such courses as Advanced Public Speaking, Technical Writing, and Business Report Writing. Majors are also encouraged to participate in an international exchange/study program; participate in an internship (See Bsad 398, Mgmt 398, Mktg 398), and seek leadership roles in organizations on and off campus. The Leadership Certificate is also highly encouraged.

CERTIFICATE PROGRAM

The Leadership Studies Certificate program is a special recognition awarded to students who have completed the following requirements:

1. Leadership Certificate coursework. The following coursework must be completed with a B- or above GPA:

Required courses:

Mgmt 200 Developing the Leader Within You (3 crs.)
Mgmt 340 Organizational Behavior (3 crs.)

Elective courses. Complete a minimum of five credits from the following:

Mgmt 446 Organizational Change and Development (3 crs.)
Mgmt 494 Topics in Leadership (1-3 crs.)
CJ 407 Leadership Communication (3 crs.)

2. Leadership Experience. Students must provide evidence of bona fide leadership experience while completing the BBA degree. This is done by
(a) submitting a resumé that outlines the student's leadership positions and experiences, briefly explaining responsibilities and accomplishments in each case, and (b) submitting a letter of recommendation from an organization adviser, board member (non-student), or other supervisor. The letter of recommendation must specifically attest to the leadership requirements of the position held and give specific examples of the leadership skills demonstrated by the student. Generic, employment-related letters of reference will not be accepted. Students are encouraged to obtain prior verification from the Management and Marketing department chair that their intended leadership experience will fulfill the requirements of the certificate.

Contact the Department of Management and Marketing (Schneider 400D) for more information.

Major/Minor Combinations are allowed in the Department of Management and Marketing. See Major/Minor Combinations, page 171.

MAJOR: BUSINESS ADMINISTRATION (Code 740-200)

Requirements of the Business Administration Major

Forty-three semester credits, including the BUSCORE (32 credits) plus:

Required Courses (six credits)

Bsad 280 Applied Quantitative Methods

Acct 312 Managerial Accounting or
Acct 314 Cost Accounting

Select a minimum of five credits of Bsad electives from the following:

Bcom 306 Advanced Business Writing

Bcom 307 Advanced Business Presentations

Bcom 405 Advanced Business Communication

Fin 325 International Financial Management

IS 455 Project Management

Mgmt 200 Developing the Leader within You

Mgmt 343 Purchasing Management

Mgmt 345 Managing Global Organizations

Mgmt 349 Human Resource Management

Mgmt 441 Service Operations Management

Mgmt 442 Production Planning and Control

Mgmt 445 Compensation Theory and Administration

Mgmt 446 Organizational Change and Development

Mgmt 455 Industrial Relations

Mgmt 494 Topics in Leadership

Mktg 332 Promotion Management and Marketing Communications

Mktg 334 Marketing Research

Mktg 335 International Marketing

Mktg 336 Business Logistics Management

Mktg 337 Professional Selling

Mktg 338 Marketing Technology and Applications

Mktg 432 Retail Management

Mktg 433 Sales Management

Mktg 490 Advanced Sales Topics

Students should note that the requirements of one or more certificates available within the College of Business can be partially satisfied by selecting Bsad electives from the following. (See the requirements for each certificate for additional information.)

Certificate	Relevant Bsad Electives
Advanced Business Communication Certificate	Bcom 306, 307, 405
Information Systems Certificate	IS 455; Mktg 336, 338
Leadership Certificate	Mgmt 200, 446, 494
International Business Certificate	Fin 325; Mgmt 345; Mktg 335

 

MINOR: BUSINESS ADMINISTRATION (Code 740-405)

Thirty-one semester credits, including the Minor Core (Acct 201, 202; Econ 103, 104; IS 240) plus Math 246, Bsad 305, Fin 320, Mktg 330, Mgmt 340. This minor is not available to College of Business majors.

Note : Students selecting this minor must satisfy the College of Business admission requirements prior to enrollment in 300/400 level courses in the College of Business.

Bachelor of Science in Health Care Administration

Today is a time of change and challenge in health care. New leaders are needed to guide development of new ways to provide high quality health care at costs to individuals and society that are affordable. The Health Care Administration program at UW-Eau Claire offers bright and committed students the opportunity to work with faculty who are dedicated to preparing leaders in a wide variety of health care organizations and to the individual development of each student. Our goal is to prepare our students to make a positive difference in the lives of others by joining efficient management practices with dedication to service.

This program focuses on the post-acute care continuum of health care institutions and services. This expansion of services from hospital through a range of intermediate alternatives to home care provides new and expanding opportunities for qualified health care administrators with baccalaureate education. The UW-Eau Claire program provides excellent preparation for graduates to serve in new administrative roles. For students who want to enter the acute care sector (hospitals), this program has proven an excellent preparation for the graduate education required.

All Health Care Administration students complete a 12 month practicum experience at one of the many affiliated health care facilities in Wisconsin, Minnesota, Illinois, and Iowa. The practicum provides students the opportunity to practice their skills and classroom knowledge as part of a leadership team. Graduates are thereby ready upon graduation to begin performing as leaders and managers in health care.

COMPREHENSIVE MAJOR: Health Care Administration
(Code 660-053)

		Credits
I. Core courses related to administration
Acct 201	Principles of Accounting I	3
Acct 202	Principles of Accounting II	3
Bcom 206	Business Writing	2
Bcom 207	Business Presentations	2
Bsad 300	Diversity in the Workplace	1
Bsad 305	Legal and Regulatory Environment	3
Hcad 375	Foundations of Health Care Finance	3
IS 240	Information Systems in Business	3
Mgmt 340	Organizational Behavior	3
Mgmt 349	Human Resource Management	3
Mktg 330	Principles of Marketing	3
	Total	29
II. Core courses related to health care
Econ 280	Health Economics	3
Nrsg 220	The Language of Health Care	1
Hcad 101	Introduction to Health Services Administration	1
Hcad 222	Multidisciplinary Perspectives in Aging	3
Hcad 301	Foundations of Quality Management Systems in Health Service	3
Hcad 302	Leadership and Management Practices in Health Care	3
Idis 201	Overview of the U.S. Health Care System: A Policy Perspective	3
	Total	17
III. Health Care Administration Practicum
Fall Semester
Hcad 401	Fundamental Resident Service Skills	6
Hcad 403	Resident Service Management	1
Hcad 404	Quality Management Systems	1
Hcad 405	Human Resources Practices	1
Hcad 420	Health Care Administration Professional Development	3
Winterim
Hcad 411	Cultural Competency & Globalization	1
Spring Semester
Hcad 401	Fundamental Field Experience Skills	6
Hcad 406	Information Use and Systems	1
Hcad 407	Financial Management	1
Hcad 408	Marketing and Public Relations	1
Hcad 421	Fundemental Health Care Management Competencies	3
Summer Session
Hcad 401	Fundemental Field Experience Skills	3
Hcad 412	Professional Ethics & Advocacy	1
Hcad 422	Strategic Health Services Leadership Practices	3
	Total	32

 

Health Care Administration majors need to meet the overall University General Education requirements. Specific to the Health Care Administration program are those courses listed by GE category in the table below.

General Education and BSHCA Degree
Proficiency Requirements

GE IA: GE IB:	CJ 202 Fundementals of Speech Math 246 Elementary Statistics
GE II:	Biol 151 Biology of Humans, Biol 196 Human Nutrition One of: Chem 100, 103, 104, 115
GE III:	Econ 103 Principles of Microeconomics Econ 104 Principles of Macroeconomics Psyc 100 General Psychology
GE IV:	Phil 306 Ethics of Health Care

 

BACHELOR OF SCIENCE IN HEALTH CARE ADMINISTRATION
DEGREE REQUIREMENTS

Cultural Diversity Requirement. Health Care Administration majors will satisfy their Cultural Diversity requirement by taking CJ 202, Bsad 300, and Hcad 411.

Service-Learning. This University requirement is met through the required practicum experience.

Grade Point Averages. All candidates for the BSHCA degree must earn minimum resident and total GPAs of 2.00 or higher in both the major and the minor. The resident and total GPAs for the major are computed using all attempted credits applicable to the major including those offered by departments other than the major department. The resident and total GPAs for the minor are computed similarly.

Scholastic Requirements. Students must complete all required courses for the major with a grade of C- (C minus) or above. The program also has an enrollment management program, which utilizes an application process every semester to admit qualified students. See "Admission to the Health Care Administration Program" later in this section for application information.

Program. The Health Care Administration program is accredited by the National Board of Examiners for Long Term Care Administration. The student spends six semesters and one summer session on campus. Following satisfactory completion of all required campus-based courses, including General Education, the student is eligible for enrollment in the practicum.

Practicum. The practicum, consisting of 50 weeks in an affiliated health care institution, may be started at the beginning of the fall semester or at the beginning of the spring semester. Students are enrolled at UW-Eau Claire for the courses taken while at affiliated institutions and pay full fees to the University. Students in the practicum receive a provider-sponsored stipend.

Positions for practicum experience are highly competitive. The University does not guarantee placement in the practicum but does aid the student in every way possible. Since academic achievement plays a part in selection of students for the practicum, resident and total GPAs above the 2.75 minimum are recommended. Application to practicum positions occurs one year prior to the practicum starting date.

Licensure. Graduates of the Health Care Administration Program are eligible to take the Wisconsin, Minnesota, and 14 other states' licensure examinations for Nursing Home Administrators (NHA). Most other states accept graduates from this program for licensure on an individual review basis.

Admission to the Health Care Administration Program

Students intending to major in Health Care Administration should indicate their area of interest when they apply to the University so they may be admitted as "Pre-Health Care Administration". Students may declare "Pre-Health Care Administration" at any time, but must formally apply for acceptance into the Health Care Administration program. Admittance to the program coincides with assignment to the student's practicum year cohort. As the yearly cohort capacity is limited, students are encouraged to apply during the earliest semester they know this major is a good fit for them. The deadlines for filing applications to the Health Care Administration program are posted each semester in October and March, following group information/application meetings. In order to be considered for admission to the Health Care Administration Program, the student must:

1. be declared as Pre-Health Care Administration.

2. complete all application materials (essay, application, proposed degree plan with desired practicum cohort year).

3. have a resident and total GPA of at least 2.75.

Other data that may be utilized by the Hcad Admissions Committee include high school rank in class, previous collegiate records, and standardized tests such as ACT or SAT.

Enrollment in this program is limited and competitive. Students who are not admitted may reapply for a future cohort year assignment, or may consider an alternative course of study.

Admission to the College of Business. All students admitted to the Health Care Administration program must also apply and be accepted into the College of Business. See College of Business requirements for additional information.

Practicum Cohort. At the time of admission to the program, students are assigned to the practicum cohort for a specific year. Application to specific practicum sites occurs the year prior to placement, and there is a competitive application process for practicum sites among admitted students. More information about this process may be found on the Health Care Administration program Web site. Even if placed at a practicum site, students must meet academic standing requirements and have completed all non-practicum coursework before being allowed to move forward. If the student's degree plan changes such that more time is required to complete non-practicum course requirements, students may be reassigned to a future cohort.

Student Background Check and Health Requirements

State law requires background checks on all students placed at the clinical practicum sites. All students accepted into the program must complete the Wisconsin Department of Health and Family Services Background Information Disclosure, as well as a release for a Wisconsin Department of Justice Criminal Background Check. Non-resident students must also have background checks completed in their state of residence. Additional information regarding the Wisconsin Caregiver Law can be obtained from DHFS's Web site: www.dhfs.state.wi.us.

Within 90 days prior to beginning the practicum experience, the student must have a physical exam to provide evidence that the student is free from infectious disease, and evidence of a TB skin test is required. A chest X-ray is required if the TB skin test is positive. It is also recommended that students be vaccinated annually against influenza. Students are not permitted to participate in clinical coursework unless all immunizations, TB tests, and background checks are current.

All expenses associated with background checks and health requirements are borne by the student unless the Student Health Service specifically indicates otherwise. Students are not covered by health or accident insurance by UW-Eau Claire, the practicum facility, or the practicum institution. In addition, workers' compensation insurance does not cover students while engaged in clinical practice. For example, if a student suffers a needle stick or is hurt while in practicum, they will need personal health insurance to cover medical bills.

Transferring Students

Any student anticipating transfer to the University for the Health Care Administration Program is urged to consult the university Admissions office as early as possible for information about GPA and course requirements for admission and for the degree requirements (see Admission to the Health Care Administration Program). Official review of the student's academic record is made by the Admissions office. Transfer students may declare Pre-Health Care Administration when transferring, or may apply for acceptance into the Health Care Administration program as described above prior to transferring to the university.

Readmission to the Health Care Administration Program

Students who withdraw from the program and wish to return for completion must send a letter requesting readmission to the Management and Marketing department at least three months in advance of the desired readmission date.

Applicants must meet the current admission requirements of the Health Care Administration program. Consideration will be given to the length of absence, the student's ability to achieve, and availability of space in the student's desired practicum cohort. If readmission to the program is granted, the remaining program will be planned as considered best for the student and according to the current curriculum.

Costs. Health Care Administration is a professional discipline, and students enrolled in the program must anticipate some additional costs that are directly related to the Health Care Administration program. These include textbooks, health requirements, technology costs (e.g. laptop and internet access), and transportation and lodging associated with the practicum experience and learning modules.

Termination from Program

A student may be terminated from the Health Care Administration program for any of the following reasons:

1. Failure to maintain good academic standing within the university.

2. Failure to demonstrate the potential for consistently safe, responsible, and ethical professional practice.

3. Likelihood that a student's condition, presentation, or prior experience will adversely affect the student, other persons, the University, an agency or site used for practicum, or the patients or residents served.

If a student demonstrates deficiencies during the practicum experience that the faculty or practicum supervisor determine to be clearly unsafe or unprofessional behavior, the student will be immediately removed from the practicum situation.

A student who has been notified of termination from the program may appeal for reinstatement. This policy applies to termination from the Health Care Administration program only. A student's status within the University remains subject to University academic standing policies.

Minors or Certificates. Students majoring in Health Care Administration are not required to declare a minor area of study. However, many minors and/or certificates such as leadership, business communication, Spanish for health care, etc. make excellent complementary programs to the major. Students who have room in their schedule before beginning practicum are encouraged to discuss these options with their adviser.

Scholarships. Several scholarships are available to students in the Health Care Administration major. Additional information may be obtained from the Department of Management and Marketing or by visiting the Financial Aid Web site at www.uwec.edu/finaid.

Satisfactory/Unsatisfactory Policy. No course required for the degree in health care administration may be taken on a Satisfactory/Unsatisfactory basis.

COMPREHENSIVE MAJOR: MANAGEMENT

The Management major prepares students to assume managerial roles in a variety of organizations, and provides a foundation of knowledge for addressing managerial issues and challenges at all organizational levels. The Entrepreneur Program, Human Resource Management, and Operations/Materials Management emphases provide more focused study for the student with specific goals. Students may also select the general management emphasis.

Entrepreneur Program Emphasis (Code 820-002)

The program offers a unique learning experience for students who aspire to either start their own business or secure employment in a growth-oriented business. The program helps students to identify viable career options in entrepreneur/intrepreneur environments, to expand conceptual and creative approaches to the entrepreneurial process, and to develop a repertoire of venture management skills. The program is designed on a modular basis which allows faculty from various departments to instruct in the areas of their interests. "Hands on" experiences with many guest speakers, field trips, and special projects are emphasized. The students expand their creativity into a viable business plan that is the major project for the program. The program combines formal education with practical applications to develop skills in leadership, needs assessment, opportunity identification, resource development, strategic thinking, and risk taking. The ultimate goal of the program is to give the student an in-depth broad-based and practical education on the foundation of entrepreneurship.

Requirements for the Entrepreneur Emphasis

At least sixty semester credits, including the BUSCORE plus 28 additional credits as listed below:

Required Courses (25 credits)

Bsad 280 Applied Quantitative Methods, 3 crs.

Mktg 334 Marketing Research, 3 crs.

Mgmt 398 Internship Program I, 3 crs.

Mgmt 494 Topics in Leadership, 1 cr.

Mgmt 405 Fundamentals of Entrepreneurship, 4 crs.

Mgmt 406 Practical Entrepreneurship, 4 crs.

Mgmt 415 Advanced Entrepreneurship, 4 crs.

Mgmt 416 Business Plan Considerations for Entrepreneurs, 3 crs.

Electives in the College of Business (three credits). Students are strongly encouraged to consider courses leading to a Certificate in the College of Business with these credits.

Human Resource Management (HRM) Emphasis (Code 820-003)

This emphasis is structured to prepare students for careers in HRM immediately upon graduation or shortly thereafter. Historically, "personnel departments" were primarily administrative in scope. Today, there is tremendous complexity, diversity, and sophistication confront ing managers of human resources. Most corporations require highly skilled professionals who have been academically trained in the areas of HRM. Corporations now are looking to the "human resource function" as a strategic partner in executive decision making. The HRM emphasis will prepare students in the following areas: staffing (recruitment and selection), training and development, labor relations, compensation and benefits, employee relations, organizational change, and relevant legal concerns. Special focus will be directed at the changing demographic composition of employees and Workforce 2000 issues. Students are encouraged to take additional written and oral communication courses. Students will be required to study for and take the Society for Human Resource Management Certification Test.

Requirements for the Human Resource Management Emphasis

Sixty semester credits, including the BUSCORE plus 28 required and elective credits as listed below:

Required Courses (23 credits)

Bsad 280 Applied Quantitative Methods

Mgmt 349 Human Resource Management

Mgmt 445 Compensation Theory and Administration

Mgmt 446 Organizational Change and Development

Mgmt 455 Industrial Relations

Mgmt 459 Advanced Human Resource Management

Acct 312 Managerial Accounting or
Acct 314 Cost Accounting

CJ 350 Training and Human Resource Development

*Pass the Society for Human Resource Management (SHRM) Certification Examination.

Plus five elective credits from Mgmt 200, 342, 345, 398, 399, 414, 441, 442, 443, 492, 494, 499 (with one course at most from Mgmt 441, 442; and three credits at most from Mgmt 399, 499); Bcom 405; Econ 330.

*Students who meet all requirements for this emphasis except the certification requirement are considered to have satisfied requirements for the Management emphasis.

Operations/Materials Management Emphasis (Code 820-001)

Students may select this emphasis which is designed to prepare them for careers in production and service operations management. With a focus on materials management, students are required to pursue professional certification as a CPIM (Certified in Production and Inventory Management). Information on certification is available from the department office.

Requirements for the Operations/Materials Management Emphasis

Sixty semester credits, including the BUSCORE and 28 required and elective credits as listed below:

Required Courses (24 credits)

Acct 312 Managerial Accounting or
Acct 314 Cost Accounting

Bsad 280 Applied Quantitative Methods

Mgmt 342 Quality Management

Mgmt 343 Purchasing Management

Mgmt 349 Human Resource Management

Mgmt 442 Production Planning and Control

Mgmt 443 Process Simulation and Analysis

Mgmt 461 Lean Manufacturing Systems and Concepts

Plus four elective credits from Mgmt 345, 354, 398, 399, 414, 441, 446, 452, 455, 493, 499 (with three credits at most from Mgmt 399, 499); Bcom 405; IS 455; Mktg 336.

In addition, students must pass one of the following American Production and Inventory Control Society (APICS) or Certified in Production and Inventory Management (CPIM) examinations: Inventory Man agement; Just-in-Time (JIT); Master Planning; Material and Capacity Requirements Planning; Production Activity Control; or Systems and Technologies. Students who meet all requirements for this emphasis except the certification requirement are considered to have satisfied requirements for the Management emphasis.

Management Emphasis (Code 820-000)

The general management emphasis provides a broad background focusing on the effective management and development of employees within the firm.

Requirements for the General Management Emphasis

Sixty semester credits, including the BUSCORE and 28 additional credits as listed below:

Required Courses (15 credits)

Acct 312 Managerial Accounting or
Acct 314 Cost Accounting

Bsad 280 Applied Quantitative Methods

Mgmt 349 Human Resource Management

Mgmt 200 Developing the Leader Within You or
Mgmt 446 Organizational Change and Development

Mgmt 342 Quality Management or
Mgmt 343 Purchasing Management or
Mgmt 441 Service Operations Management or
Mgmt 442 Production Planning and Control

Plus 13 elective credits from Mgmt 200, 342, 343, 345, 354, 398, 399, 414, 441, 442, 443, 445, 446, 452, 455, 459, 461, 492, 493, 494, 499 (with three credits at most from Mgmt 399, 499); Bcom 306, 307, 405 (with one course at most from Bcom 306, 307, 405); Fin 371; Mktg 432, 433 (with one course at most from Fin 371; Mktg 432, 433).

MINOR: MANAGEMENT (Code 820-401)

Twenty-seven semester credits, including the Minor Core (Acct 201, 202; Econ 103, 104; IS 240); Mgmt 340; and nine credits from Mgmt 341, 342, 343, 345, 349, 441, 442, 443, 445, 446, 455.

Note 1: Students selecting this minor must satisfy the College of Business admission requirements prior to enrollment in 300/400 level courses in the College of Business.

Note 2: If your major is in the College of Business, a minimum of 12 credits in each program must be unique to the program (not overlap the companion programs) and Econ 103 and 104 may not be counted towards these unique credits.

COMPREHENSIVE MAJOR: MARKETING (Code 840-000)

Marketing involves the performance of activities that facilitate exchange, such as buying, selling, pricing, and transporting. Marketing is done by business organizations, nonprofit entities, even individuals like political candidates, using strategies appealing to final consumers, organizational buyers, and other publics. Careers in marketing typically begin with sales jobs and retail store management training, and progress (often with graduate study) to the management of functions like sales, advertising, distribution, market research, and purchasing.

Requirements for the Marketing Major

Sixty semester credits, including the BUSCORE and 28 additional credits as listed below:

Required Courses (17 credits)

Acct 312 Managerial Accounting or
Acct 314 Cost Accounting

Bsad 280 Applied Quantitative Methods

Mktg 331 Buyer Behavior

Mktg 334 Marketing Research

Mktg 338 Marketing Technology and Application

Mktg 438 Marketing Management

Students may select any combination of at least 11 credits from Mktg 332, 335, 336, 337, 432, 433, 437, 491; Mgmt 343, 441 (with one course at most from Mgmt 343, 441); Bcom 306, 307, 405 (with two courses at most from Bcom 306, 307, 405). The Marketing faculty recommends the Advanced Business Communication Certificate for Marketing majors.

If a student has identified one of the following career plans, the student should complete the courses as recommended:

Distribution -Recommended courses: Mktg 336, 437; Mgmt 343; plus at least one course from Mktg 335, 337, 432, 433, 491; Bcom 306, 307, 405.

Promotion -Recommended courses: Mktg 332; Bcom 405; plus at least two courses from Mktg 335, 336, 337, 432, 433, 437, 491; Mgmt 343.

Retailing -Recommended courses: Mktg 332, 432; Mgmt 441; plus at least one course from Mktg 335, 336, 337, 433, 437, 491; Mgmt 343; Bcom 306, 307, 405.

Professional Sales Emphasis (Code 840-001)

Students may select the Professional Sales emphasis designed to prepare them for competence in oral persuasion skills, proposal preparation, negotiating, relationship management, and sales force management.

Requirements for the Professional Sales Emphasis

Sixty semester credits, including the BUSCORE and 28 additional credits as listed below:

Required Courses (23 credits)

Acct 312 Managerial Accounting or
Acct 314 Cost Accounting

Bsad 280 Applied Quantitative Methods

Mktg 334 Marketing Research

Mktg 337 Professional Selling

Mktg 338 Marketing Technology and Application

Mktg 433 Sales Management

Mktg 438 Marketing Management

Mktg 490 Advanced Sales Topics

Plus five credits from Mktg 331, 332, 335, 336, 432, 437, 491; Mgmt 343; Bcom 306, 307, 405 (with at most one course from Bcom 306, 307, 405). Mktg 332, 335, 432, 437 or Mgmt 343 are strongly recommended.

Marketing Analytics Emphasis (Code 840-002)

The Marketing Analytics emphasis is designed to help prepare marketing students for success in analytical marketing decision-making. It places emphasis on analyzing marketing databases using the latest software technology. This emphasis is designed to meet the growing demands for analytical decision-making in merchandising, purchasing, retailing, internet marketing, fact-based selling, and integrated marketing communications.

Requirements for the Marketing Analytics Emphasis

Sixty semester credits, including the BUSCORE and 28 additional credits as listed below:

Required Courses (18 credits)

Acct 312 Managerial Accounting

Bsad 280 Applied Quantitative Methods

Mktg 332 Marketing Communications & Promotion Analysis

Mktg 334 Marketing Research

Mktg 338 Marketing Analytics and Technology

Mktg 438 Marketing Management

Plus ten credits from Mktg 331, 335, 337, 432, 433, 490, 491; Bcom 306, 307, 405 (with one course at most from Bcom 306, 307, 405). Mktg 337 or 432 are strongly recommended.

MINOR: MARKETING (Code 840-401)

Twenty-seven semester credits, including the Minor Core (Acct 201, 202; Econ 103, 104; IS 240) plus Mktg 330; nine credits from Mktg 331, 332, 334, 335, 336, 337, 432, 433, 437.

Note 1: Students selecting this minor must satisfy the College of Business admission requirements prior to enrollment in 300/400 level courses in the College of Business.

Note 2: If your major is in the College of Business, a minimum of 12 credits in each program must be unique to the program (not overlap the companion programs) and Econ 103 and 104 may not be counted towards these unique credits.

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