Marketing

Division: Business and Computer Information Systems

Division Dean

Dr. Henry Hua

Faculty

Jeannie Jo
Dr. Kathleen Troy

Counselor

Robert Grantham

Business Administration Transfer Program (AS-T Business Administration)

Students should consult a counselor or www.assist.org for lower division major requirements for most California public universities. (See the Standard Definitions section of the catalog for a description of ASSIST.) Students transferring to an independent college/university should consult the catalog of the individual school and a counselor for lower division major requirements.

MKT 086 C Sales Prospecting 0.5 Units

Term hours: 9 lecture. This course focuses on ways to identify prospective customers and generate sales leads using such methods as mailing lists, databases, networking, referrals, and other information sources. Pass/No Pass only.

MKT 087 C Sales Presentations 0.5 Units

Term hours: 9 lecture. This course emphasizes the key elements of effective sales presentations and how to make each presentation come alive through the use of verbal, visual, and demonstration techniques. Pass/No Pass only.

MKT 088 C Handling Sales Objections 0.5 Units

Term hours: 9 lecture. This course shows how to get past "No," using various sales strategies to overcome customers' objections and to emphasize the benefits of a purchase. Pass/No Pass only.

MKT 089 C Making the Sale 0.5 Units

Term hours: 9 lecture. This course explains how and when to close a sale, focusing on techniques to use to complete the transaction and generate repeat sales and customer referrals. Pass/No Pass only.

MKT 090 C Marketing Essentials 1 Unit

Term hours: 18 lecture. This course covers the marketing activities necessary to plan, promote, price and distribute a product or service to potential customers. It provides an understanding of the functions of producers, wholesalers, retailers, and others. Pass/No Pass only.

MKT 091 C  Advertising and Public Relations 1 Unit

Term hours: 18 lecture. This course explains the roles of advertising and public relations in promoting a business and provides strategies for identifying the target market and choosing a message and media. Pass/No Pass only.

MKT 092 C Personal Selling 1 Unit

Term hours: 18 lecture. This course focuses on the main steps in the selling process, finding sales prospects, identifying needs and wants, giving effective sales presentations, handling objections, and closing the sale. Pass/No Pass only.

MKT 093 C Target Marketing 0.5 Units

Term hours: 9 lecture. This course focuses on the fundamentals of marketing research to identify target markets and find out what customers want. Topics include data collection, interview and survey techniques, Internet usage and trend analysis. Pass/No Pass only.

MKT 094 C Buyer Behavior 0.5 Units

Term hours: 9 lecture. This course explores the psychology of how and why customers buy, utilizing demographic and lifestyle factors to understand purchase decisions. Pass/No Pass only.

MKT 095 C Market Distribution Systems 0.5 Units

Term hours: 9 lecture. This course provides a thorough view of the distribution process, including the channels, types of retail outlets, methods of transportation, warehousing and inventory control. Pass/No Pass only.

MKT 096 C Sales Promotion Techniques 0.5 Units

Term hours: 9 lecture. This course provides information on the variety of "non-media" techniques that can be used to promote a business, including coupons, gifts and contests, special events, trade shows and other methods. Pass/No Pass only.

MKT 097 C Customer Relations 0.5 Units

Term hours: 9 lecture. This course explores the ways to maintain and improve customer relations, develop customer loyalty and increase the level of repeat sales. Pass/No Pass only.

MKT 098 C  International Marketing - Small Business 0.5 Units

Term hours: 9 lecture. This course studies the international marketplace and the opportunities for businesses to engage in commerce outside of the U.S. Pass/No Pass only.

MKT 103 C Principles of Advertising 3 Units

Term hours: 54 lecture. This course focuses on advertising and promotion, print media, copy and layout, radio and television commercials, the Internet, and social media, and public relations with an emphasis on what advertising agencies do. (CSU)

MKT 105 C Principles of Retailing 3 Units

Term hours: 54 lecture. This course covers the principles of organizing and managing a retailing or E-tailing business, with emphasis on planning, site appeal, merchandise, pricing, and promotion, with an emphasis on customer service techniques. (CSU)

MKT 201 C Small Business Promotion 3 Units

Term hours: 54 lecture. This course focuses on the techniques used to promote a small business and develop its marketing strategy. Its emphasis is on creating a marketing plan and devising affordable and effective ways to communicate with customers through media, and the Internet, sales promotion, public relations and publicity, brochures, direct mail and other methods. (CSU)

MKT 205 C Multicultural Markets in U.S. 3 Units

Term hours: 54 lecture. This course provides comprehensive coverage of the multicultural marketing environment in the United States, taking into consideration the changing needs and growing influence of ethnic and racial minorities, women, and other groups. It explores the differences and commonalities that exist among groups and the role of businesses in providing goods and services to meet each group's needs. (CSU, CUL DIV)

MKT 208 C Principles of Selling 3 Units

Term hours: 54 lecture. This course includes instruction in the principles and practices of the fundamentals of selling in today's global marketplace. Students will learn to develop the techniques that lead to building customer relationships and to success in the sales profession. The areas of study include buying motives; product knowledge; all phases of the selling process; ways to utilize the Internet; and the many and varied career opportunities in the sales field. Pass/No Pass/Letter Grade Option. (CSU)

MKT 210 C Consumer Behavior 3 Units

Term hours: 54 lecture. This course provides a study of consumers and how and why they buy. It covers consumerism, needs and wants, culture, personality, family and lifestyle, and the psychology of advertising. (CSU)

MKT 222 C Principles of Marketing 3 Units

Term hours: 54 lecture. This course studies the marketing activities required to plan, price, promote, and distribute goods or services to potential customers. The areas of study include market research, consumer behavior, product development, advertising, sales, Internet marketing, wholesaling and retailing, and international trade. (CSU)

MKT 224 C International Marketing 3 Units

Term hours: 54 lecture. This course focuses on the opportunities and challenges of conducting business on an international scale. It provides comprehensive coverage of the marketing environment; importing/exporting; foreign economic, political and legal systems; cultural differences; international finance; marketing research; and business plans. (CSU)

MKT 299 C  Merchandising and MKT - Independent Study 1-3 Units

Prerequisite(s): Approved Independent Study Learning Contract.

Term hours: Lecture/discussion hours vary with credit given. This course is designed for students who wish to expand their knowledge in an area of merchandising/marketing through individual research and study. (CSU)

The courses taught by this department contribute to ISLO II – Career Technical Education Certificate, Degree, and Transfer Competencies, including the following PSLOs: IIB3-Communicating, IIB4-Presenting, IIC1-Analysis, IIC2-Computation, and IIC3-Research.