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Business Administration Courses
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Marketing 451-Principles of Marketing introduces the student to the fundamentals of modern marketing. It includes a study of the functions and the institutions of marketing. The areas of study include discussion of how to identify consumer needs and satisfy them by making appropriate products, making them available at the suitable outlets at the right price. It also touches upon promotion, emerging trends in marketing and the societal responsibilities of the marketer. A brief overview of the managerial aspects of marketing to prepare the student for advanced courses in this field is also given. Fundamental areas of study are product, price, place and promotion. 453-Methods
in Business Research deals with the tools and techniques of scientific
research methods and their application to business administration. Topics
covered are formulation of the problem and related hypotheses, development
of research design, sampling techniques, construction of questionnaires,
interviewing techniques, analysis of data, construction and solution of
models, and use of primary and secondary data sources. As part of the
course work students are required to participate in business research
projects or undertake independent research projects, reports on which
are required to be submitted prior to the final exams. Reports are a separate
passing head. 454-Marketing
Management develops in the students the ability of understanding
marketing problems, formulating marketing policies, planning marketing
strategies and designing marketing programs for business organizations
in Pakistan. 504-Sales
Management exposes the student to the methods of determining sales
objectives, planning sales programs, supervising the organization and
measuring performance. Thus it includes a study of sales territories management,
sales force compensation methods, customer relations and filling and delivery
of orders. 505-Personal
Selling gives 'hands on' training to the participants by inviting
them to prepare and make sales presentations in class. A working insight
into the personal selling area is developed so that the sales manager
can emphasize with the sales people and make more informed decisions.
The course also co-ordinates personal selling activities with other marketing
activities. 543-Advertising
Management includes a study of both the mechanics and management
of advertising. Thus it discusses such topics as advertising objectives,
selection of mass media appeals, media choice, copy preparation, illustration
and layout, reproduction processes, campaign planning and campaign appraisal
etc. 544-Consumer
behaviour provides the framework that enables the marketer to
identify specific markets that he best can serve and to enable him to
make informed marketing decisions. Topics include research in consumer
behaviour, informed marketing decisions, individual differences, group
influences, evaluation of consumer decisions etc. 545-Industrial
Marketing is a specialized, advanced level applied course in marketing.
It is concerned with management of business- to-business marketing transactions.
The course discusses modern concepts of inter-action, role of technology
and value & vendor analysis and does an appraisal of the industrial
marketing environment &buying process. It also includes a study of
the development of industrial products, industrial selling and sales promotion
techniques, service and distribution strategies and pricing methods. Case
studies & writing of analytical marketing report related to real life
situations are essential requirements of the course. 546:
Export Marketing is designed to familiarize the student with the
procedures, policies and management problems faced by Pakistani exporters.
It includes a study of Pakistani exporters, types of export channels,
sources of export market information, locating sales channels through
international publications, export yard sticks, standardization and export
marketing, packing for export marketing, advertising and sales promotion,
insurance, export letter, pricing, export terms and documents, banking
services and transportation for export. 547-Seminar
in Marketing is intended to intensively study the central issues
and problems in current marketing thought. Based on articles appearing
in leading marketing and other business journals, the seminar orients
the student to an in-depth analysis of key marketing issues. It also covers
comparative analysis of the marketing issues, marketing systems of various
countries, regions and political systems. |
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