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marketing mix,product planning,and the effects of the demo-

graphic dimension on the consumer market. MKTG 102 Principles of Selling

3 Credits

Prerequisites:Demonstrated competency through appropriate assessment or earning a grade of“C”or better in ENGL 025 and ENGL 032 and MATH 044 or MATH 015.Provides an overview of the selling process.Includes the psychology of selling and develops skills

through a series of selling situations. MKTG 104 Promotion Management

3 Credits

Prerequisites:Demonstrated competency through appropriate assessment or earning a grade of“C”or better in ENGL 025 and ENGL 032 and MATH 044 or MATH 015.Presents management planning and oversight techniques for effectively communicating the results of the marketing strategy to customers.Provides a comprehensive overview of promotion methods as they interact in the marketing mix,which includes price,channel of distribution,and product.

MKTG 110 Consumer Behavior

3 Credits

Prerequisites: MKTG 101.Study of the basic principles of consumer behavior which offers insight into the buyer-seller relationship. Application of theories from psychology,social psychology and eco- nomics are examined.Course examines concepts that have implica-

tions for marketing management decisions. MKTG 201 Introduction to Market Research

3 Credits

Prerequisites:MKTG 101 and MATH 111.Presents basic research methods entailing procedures,questionnaire design,data analysis,

and effectively communicating research results. MKTG 204 Marketing Management

3 Credits

Prerequisites:ACCT 101,BUSN 105 and MKTG 101.Focuses on the analysis,implementation and control of marketing strategy. Emphasizes the major decisions management faces in its effort to harmonize the objectives and resources of the organization with the

needs and opportunities of the marketplace. MKTG 205 Principles of Insurance

3 Credits

Prerequisites:Demonstrated competency through appropriate assessment or earning a grade of“C”or better in ENGL 025 and ENGL 032 and MATH 050 or MATH 015 or MATH 023.Introduces the risks faced by business fi rms including property,liability and per- sonal losses,and how they are handled.Presents insurance contracts and their uses.Includes an overview of life insurance,health and pension insurance,public policy,government regulations and social

insurance.

MKTG 213 Marketing in Non-profit Organizations

3 Credits

Prerequisites: MKTG 101.Introduces the use of marketing manage- ment to persons working in the non-profit environment,with

emphasis on the marketing mix and the marketing concept and their specifi c application to the non-profit sector.This class is also designed for marketing majors to understand the growing world of

non-profit marketing. MKTG 220 Principles of Retailing

3 Credits

Prerequisites:MKTG 101 and demonstrated competency through appropriate assessment or earning a grade of“C”or better in MATH 050 or MATH 015 or MATH 023.Studies retailing concepts and prac- tices, including retail merchandise planning,buying,pricing,promo- tion, and control in established retail operations.Attention is given

to managerial and operational skills. MKTG 221 Real Estate Broker

3 Credits

Prerequisites: One-year experience as an active licensed Indiana Real Estate Salesperson associated with a licensed Indiana Real Estate Broker.Mathematical competency as stipulated in Indiana Administrative Code (876 IAC 2-11 through 876 IAC 2-14).To prepare the student for taking the State of Indiana real estate broker licens-

ing examination. MKTG 222 Real Estate Sales

3 Credits

Prerequisites: Program Advisor Approval.To prepare students for taking the State of Indiana Real Estate Salesperson licensing exam.

MKTG 223 Residential Appraising I

5 Credits

Prerequisites:Program Advisor Approval.To substantially prepare the student for taking the State of Indiana licensed trainee residential appraiser examination.After taking this 75-hour classroom course the student must take an additional 15 classroom hours in Uniform Standards (USPAP) before being eligible to sit for the State Trainee examination.

MKTG 224 Uniform Standards of Professional

Appraisal Practice (USPAP)

1 Credit

Prerequisites:Program Advisor Approval.It is not a requirement to hold a real estate license of any kind.A real estate broker without an appraiser’s license must comply with Rule 6 – Standards of Practice to do appraising.Preparation for taking the State of Indiana licensed residential appraiser trainee examination.This supplements MKTG 223,in meeting the 90-classroom hour prerequisite for being eligi-

ble to sit for the trainee examination. MKTG 225 Residential Appraising II

4 Credits

Prerequisites:Program Advisor Approval.To substantially prepare and enhance appraisal students’basic knowledge of real estate appraisal principals and practices.This course builds upon the basic appraisal coursework for in-depth discipline study and to prepare

students for license upgrades. MKTG 240 Internet Marketing

3 Credits

Prerequisites: CINS 101 and MKTG 101.Provides an introduction to

the Internet as a marketing strategy including product,pricing, communications,and distribution considerations.Profi les Internet users and market segments and reviews the Internet as a primary and secondary marketing research tool as well as a relationship-

marketing tool. MORT 100 Orientation to Funeral Service

3 Credits

Prerequisites: Demonstrated competency through appropriate assessment or earning a grade of“C”or better in ENGL 025 and ENGL 032.An introduction to funeral service,ancient history,historical development,present funeral practices,values of funeral service, personal qualifications,and ethics.Field trips to investigate current

problem areas in funeral service are required.

MORT 101 Grief Psychology for Funeral Service

3 Credits

Prerequisites: Demonstrated competency through appropriate assessment or earning a grade of“C”or better in ENGL 025 and ENGL 032.An examination of theory and management of grief, the process of mourning, and the value of the funeral service in bereavement.Grief reactions according to age and special types of loss will be examined.In addition, the course will cover the funeral director’s professional responsibilities to the families served.

MORT 102 Mortuary Law

3 Credits

Prerequisites: Program Advisor Approval.Principles of mortuary law; duties,rights and liabilities for final disposition.Business law;public

and personal liability;business organization;licensing and zoning regulations.Probate proceedings,social security,and life insurance benefits,and ethical standards relating to funeral service.

MORT 103 Embalming Chemistry

3 Credits

Prerequisites: Students must be accepted into and enrolled in the Mortuary Science Program.Fundamentals of inorganic,organic,and biochemistry.Also chemistry of the human body,chemistry changes following death,toxicology,disinfection,and embalming chemicals.

Basic principles of chemistry related to funeral service.

MORT 105 Embalming Theory I

3 Credits

Prerequisite:Accepted into the Mortuary Science Program.An intro- duction of basic vocabulary utilized by the professional embalmer. The purposes of embalming,as well as responsibilities,conduct and qualities of the professional embalmer are discussed.An inventory of typical preparation room instruments and supplies is examined.

Basic embalming case analysis is investigated.Techniques for embalming non-complicated cases are also investigated.

MORT 205 Embalming Theory II

3 Credits

Prerequisite:MORT 105. This course is a continuation of MORT 105 Embalming Theory I.This course investigates advanced embalming case analysis.Strategies and techniques for embalming complicated

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