Week 6 20 FEB	Distribution Issues Discuss class client and distribution assignment
Week 7 27 FEB	SUBMIT QUALITATIVE ANALYSIS Personal Selling Barbara Mote - qualifying prospects (resellers) Ken Risinger - selling steps (pharma) Advertising, Sales Promotion, and Publicity Project: Flowcharting
Week 8 6 MAR	QUIZ CASE PRESENTATIONS
13 MAR	SPRING BREAK - no class
Week 9 20 MAR	Sales Management William Jones - retail selling (selling process) Candie Bailey - sales force motivation (financial instruments) Market Segmentation Strategies Will Buttram - segment: meaning as a noun and as a verb Leigh Ann Tyson - consumer segmentation based on demographics and psychographics Ron Fellers - segmentation strategy tools: positioning and target marketing
Week 10 27 MAR	Product Management and Brand Management Strategies Rae Thigpen - matching consumer needs and wants with product benefits and features (recruiting volunteers) Cedric Johnson - changing strategies across the product life cycle (marketing of literary works) Consumer Psychology and Buying Behavior Organizational Buying Behavior
Week 11 3 APR	SUBMIT SITUATION ANALYSIS (Monday, 7 APR after optional feedback) Optional situation analysis presentations (presentation for informational purposes only - not scored) Public Policy
Week 12 10 APR	Services Management and Marketing Lura Powell - differences between services and goods marketing (estate planning) Scott Murray - ISO9000 Pricing Strategies Gail Herrin - pricing strategies (cookbook sales)
Week 13 17 APR	Global Marketing Aaron Cash - culture and subculture Competitive Intelligence Nina Walker
Week 14 24 APR	QUIZ 2 DRESS REHEARSAL
Week 15 31 APR	PRESENTATION TO CLASS CLIENT