ENT 2120 - Entrepreneurial Marketing and Sales

College of Computer & Information Technology

Credit(s): 3
Contact Hours: 47
Effective Term Fall 2011 (445)

Requisites

Prerequisite ENT 1000

Course Description

This course provides the knowledge, skills and tools for students to successfully plan and research the marketing components and financial aspects of launching a new business venture. This is a practical course intended for those students considering self-employment for the first time or for those who are already committed as entrepreneurs and seeking to expand or diversify their product or service offerings. Students will research target markets, pricing and product placement, competition, study feasibility, and learn the budgeting process critical to business success. Students will analyze decision making models and strategies as they pertain to marketing, sales and financing a business venture.

Learning Outcomes and Objectives

  1. The student will discover the elements of new product introduction by:
    1. identifying the characteristics of goods and services.
    2. defining the total product in terms of features important to the customer.
    3. identifying the stages of new product development and product life cycle.
  2. The student will analyze product pricing by:
    1. defining why pricing strategies are important for the new venture.
    2. examining price elasticity, pricing psychology and other price influences.
    3. comparing different pricing strategies.
  3. The student will outline small business promotion strategies by:
    1. identifying the unique selling points for the value proposition.
    2. defining the target audience and niche.
    3. comparing methods used to convey the promotional message.
  4. The student will develop the key skills involved in personal selling by:
    1. describing the key processes of prospecting and evaluating, preparing, presenting and closing the sale.
    2. explaining the components of customer relationship management.
  5. The student will evaluate entrepreneurial distribution and location strategies by:
    1. comparing different types of direct marketing and their pros and cons.
    2. comparing methods of non- direct distribution.
    3. examining factors to consider in selecting business locations.
  6. The student will develop an effective marketing plan by:
    1. recognizing the importance of the marketing plan.
    2. comparing the primary and secondary options for conducting market research.
    3. examining sales forecasting methods.
    4. identifying critical components of the marketing plan.
  7. The student will demonstrate an understanding of the content and format of common financial statements by:
    1. examining the content of income statements, retained earnings statement, balance sheet and statement of cash flows.
    2. discussing why financial statements are important to the entrepreneur.
    3. identifying the requirements for a small business accounting system.
  8. The student will demonstrate the process of budget development by:
    1. discussing the importance of budgeting to the entrepreneur.
    2. understanding the fundamentals of a master budget.
    3. preparing a set of budgets for their entrepreneurial venture.

Criteria Performance Standard

Upon successful completion of the course the student will, with a minimum of 70% accuracy, demonstrate mastery of each of the above stated objectives through classroom measures developed by individual course instructors.

History of Changes

C&I 12/7/2010, BOT 2/22/2011, Effective 20102(0435). State approved as 2120, was submitted as 2ZZZ.
C&I Approval: 05/24/2011, BOT Approval: 06/21/2011, Effective Term: Fall 2011 (445)

Related Programs

  1. Business Administration (BUS-AS) (670) (Active)
  2. Business Development and Entrepreneurship (BUSENTR-CT) (585) (Active)
  3. Business Entrepreneurship (ENTR-CT) (505) (Active)