SUBJECT COURSE
TITLE
CREDITS
2 0 1 2 - 2 0 1 3 C ata l o g DESCRIPTION
Studies the functional aspects of personal selling and career opportunities in the field of sales with focus on the development of the skills necessary for effective selling. Emphasis on effective communication, motivation theory and practice, gaining interviews, handling objections, and closing the sale. Topics include the sales framework (retail, wholesale, industrial), sales management, and legal and ethical considerations of sales. Prerequisites: ENGL 092 Preparing for College Reading II and ENGL 099 Introductory Writing; waiver by placement testing results; or departmental approval.
BUSN 123 Advertising 3
Surveys the social and economic role of advertising in our society. Students have an opportunity to study the components which constitute effective advertising and to observe the use of advertising by the various forms of mass media. Topics include the role of advertising, planning, media creation, and management of the advertising campaign. Prerequisites: ENGL 092 Preparing for College Reading II, ENGL 099 Introductory Writing, and MATH 010 Fundamentals of Mathematics; waiver by placement testing results; or departmental approval.
Principles of Retailing 3 BUSN 124
Acquaints students with the role and responsibilities of the retail manager. Emphasis on planning, controlling, and organizing the retail environment from the perspective of the entrepreneur and the corporate manager. Topics include institutions, strategy, consumer behavior, marketing research, location, organization, merchandising, planning, image, promotional strategy, and pricing. Utilizes lecture and case study methods. Prerequisites: ENGL 092 Preparing for College Reading II, ENGL 099 Introductory Writing, and MATH 010 Fundamentals of Mathematics; waiver by placement testing results; or departmental approval.
Small Business Organization 3 BUSN 125 and Management
Considers the status, problems, and requirements of launching and profitably operating a small business enterprise. Stresses management and marketing functions with emphasis on the relevance of personal factors. Topics include selecting a business, financing the venture, forms of ownership, buying an existing business, operation, accounting, financial statements, location, purchasing and inventory control, pricing, marketing, and taxes. Prerequisites: ENGL 092 Preparing for College Reading II, ENGL 099 Introductory Writing, and MATH 010 Fundamentals of Mathematics; waiver by placement testing results; or departmental approval.
BUSN 126 Financial Management 3
A survey of the scope and nature of the field of corporate finance dealing with a firm’s acquisition of funds to carry on its activities and with the determination of optimum methods of employing the funds. Examines the functions, goals, and tools needed in the financial decision-making framework. Topics include capital policies and the management of current assets, major sources of short- and long-term financing, interest factors, capital budget techniques, investment decisions, financial structures, leverage valuation, rates of return, cost of capital, dividend policies, and timing of financial decisions. Prerequisite: ACCT 106 Principles of Financial Accounting II.
BUSN 127 Human Resources Management 3
Examines fundamental principles and practices of personnel and human resource management. Provides an in-depth review of areas including job design and analysis, job evaluation procedures, wage and salary administration programs, and progressive discipline procedures. Protection and representation studied through EEO/Affirmative Action and other current legislation affecting employment are also discussed. Prerequisites: ENGL 092 Preparing for College Reading II, ENGL 099 Introductory Writing, and MATH 010 Fundamentals of Mathematics; waiver by placement testing results; or departmental approval.
Sports and Entertainment Marketing 3 BUSN 129
Introduction to the role of marketing in the sports and entertainment industry. Emphasis on employing basic marketing concepts and strategies to these two specific areas of study. Focuses particular attention on the marketing of products and services through sports. Other topics include careers in sports marketing, marketing music and theater, marketing recreational sports, and legal issues for sports and entertainment. Utilizes a problem-solving approach through the use of case study and lecture. Prerequisites: ENGL 092 Preparing for College Reading II, ENGL 099 Introductory Writing, and MATH 010 Fundamentals of Mathematics; waiver by placement testing results; or departmental approval.
BUSN 131 Hotel Operations 3
Covers the two basic phases of hotel management. The “Back of the House” phase covers such problems as licensing, real estate considerations, engineering, sanitation, and housekeeping. The “Front of the House” phase covers such problems as dealing with the needs of the guest, managing the front desk, and understanding the reservations procedures. Exposes students to both phases and may utilize field trips and guest lecturers to enhance knowledge. Prerequisite: BUSN 103 Introduction to Hospitality Management.
BUSN 133 Introduction to Tourism 3
An introductory course surveying the major components of travel and tourism, providing an overview of the tourism industry--its origins, background, organizations, and career opportunities. Prerequisites: ENGL 092 Preparing for College Reading II and ENGL 099 Introductory Writing; or waiver by placement testing results.
• COURSE DESCRIPTIONS
BUSINESS continued BUSN 122 Sales 3
PROGRAMS OF STUDY
M assasoit Communit y College
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