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					  Department                             Major
Management Technology                  Marketing




                        Study Plan


Department: Management Technology


                    Major: Marketing
        Department                                                                    Major
      Management Technology                                                         Marketing




                                                                                                 No. of Units
              Course
Sem     Seq                   Course Title            Prerequisites   Equivalents
               Code
                                                                                     C.u   Lec      Lab    Tut.     Con

        1     ISL 101       Islamic Culture-1                                         2     2        0          0    2
                        Introduction to Computer
        2     CMT 101
                               Application
                                                                                      2     0        4          0    4
                                                                       ENG 101,
        3     ENG 105   General English Language
                                                                       ENG 106
                                                                                      4     4        0          2    6

 1      4     ARB 101       Arabic Language                                           2     2        0          0    2
                         Principles of Business
        5     MAN 104
                            Administration
                                                                                      4     4        0          0    4

         6    MTH 113     General Mathematics                           MTH 150       4     4        0          0    4

                        Vocational guidance and
        7     VOC 107
                              excellence
                                                                                      2     2        0          0    2

                            Total Per Semester                                        20   18        4          2   24




                                                                                                 No. of Units
               Course
Sem     Seq                    Course Title           Prerequisites   Equivalents
                Code
                                                                                     C.u   Lec      Lab    Tut.     Con

         1     SEL111    Principles of Marketing                                      4     4        0          0    4
                            English for Specific
         2    ENG 124                                   ENG 105                       4     4        0          2    6
                                Purposes-1
 2       3     STA171    Introduction To Statistics                                   4     4        0          0    4

         4     ECO271    Principles Of Economics                                      4     4        0          0    4

         5     ACC101     Financial Accounting -1                                     4     4        0          0    5

                           Total Per Semester                                         20   20        0          2   23
        Department                                                                 Major
      Management Technology                                                      Marketing




                                                                                             No. of Units
              Course
Sem     Seq                   Course Title         Prerequisites   Equivalents
               Code
                                                                                 C.u   Lec      Lab    Tut.     Con

         1    SEL112         Market Study            SEL111                       3     2        2          0    4

         2    SEL113       Consumer Behavior         SEL111                       4     4        0          0    4
                          English for Specific
 3       3    ENG 224
                              Purposes-2
                                                     ENG 124                      4     4        0          2    6
                          Advanced Computer
         4    CMT 102
                             Application
                                                    CMT 101                       2     0        4          0    4

         5    SEL114      Distribution Channels      SEL111                       4     3        2          0    5

                          Total Per Semester                                      17   13        8          2   23




                                                                                             No. of Units
              Course
Sem     Seq                   Course Title         Prerequisites   Equivalents
               Code
                                                                                 C.u   Lec      Lab    Tut.     Con

         1    ISL 102       Islamic Culture-2        ISL 101                      2     2        0          0    2

         2    SEL215     Sales Communications        SEL111                       4     3        2          0    5

 4       3    SEL216      Product Show Skills        SEL111                       4     3        2          0    5

         4    MAN228    Total Quality Management     SEL111                       6     6        0          0    6

         5    SEL217       Customer Services         SEL111                       4     3        2          0    5

                          Total Per Semester                                      20   17        6          0   23




                                                                                             No. of Units
              Course
Sem     Seq                   Course Title         Prerequisites   Equivalents
               Code
                                                                                 C.u   Lec      Lab    Tut.     Con
                         Professional Ethics and
         1    ETH 101                                                             2     2        0          0    2
                         Communications Skills
         2    SEL218       Marketing Research        SEL111                       4     3        2          0    5
 5
         3    SEL219      Electronic Marketing       SEL111                       4     2        4          0    6
                          Computer Marketing
         4    SEL220                                 SEL111                       4     0        8          0    8
                             Applications
                          Total Per Semester                                      14    7        14         0   21
  Department                                                         Major
Management Technology                                              Marketing




          Course     Course                                               No. of Units
Sem Seq                          Prerequisites Equivalents
           Code       Title                                  C.u    Lec      Lab           Tut.     Con
                       Co-
 6    1   SEL299     operative                                4      0           0          0        0
                     Training

                   Totals Per Semester                        4      0           0          0        0



                                                                             No. of Units

                         Total Per Plan                            C.u     Lec       Lab     Tut.   Con

                                                                   95      75        32         7    11




              Total training hours of the program (1482+ 420)                          1902
  Department                                          Major
Management Technology                               Marketing




                              Study Plan Subjects

No.                             Subject                         Page

1      Principles of Business Administration                     5

1      Marketing Principles                                      6

2      Market Study                                              9

3      Consumer Behavior                                         13

4      Distribution Channels                                     17

5      Marketing Communications                                  20

6      Product-Display Skills                                    23

7      Customer services                                         27

8      Marketing Research                                        30

9      Electronic Marketing                                      34

10     Computer Marketing Applications                           38
   Department                                                       Major
 Management Technology                                            Marketing




  Department            Management Technology        Major              Marketing
                         Principles of Business
     Course title                                     Code              MAN 104
                             Administration
 Pre-requisites

Course description:
                                                                 Semester    1    2   3   4
  This course includes the essentials and              Credit Hours          3
principles of Business Administration topics.                    Lectures    3
The topics covered are concepts, theories, and      Contact
                                                                 Practice
management jobs, (planning, organization,           Hours                     -
                                                                 sessions
orientation, and controlling), and firm jobs,     (Hour/week)
                                                                 Exercises    -
(production,   marketing,    finance,   human
resources, purchasing and storage, and public
relations).

course objectives:
 The trainee should be able to:
     Know the nature of management.
     Know management theories.
     Know process of decision making.
     Know management jobs.
     Know firm jobs.
  Department                                                        Major
Management Technology                                             Marketing




                          Detailed Curriculum (Theory)
                  Contents                           Evaluation             Hours
  Nature of management:
  - Definition of management.
  - Importance of management.
                                                                                3
  - Objectives of management.                       Oral and written test
  - Management jobs.
  - Manager jobs 
  Management theories:
  - Management pioneers.
  - Traditional theory.                             Oral and written test       3
  - Human relations theory.
  - Quantity theory.
  Decision making:
  - Decision concept.
                                                    Oral and written test       3
  - Types of decisions.
  - Phases of decision making.
  Management jobs:
  Planning
  - Definition of planning.
  - Uses of planning.
  - Types of planning.                              Oral and written test       3
  - Elements of planning.
  - Steps of planning.
  - Properties of effective planning.
  - Restricts of planning.
  Organization:
  - Definition of organization.
  - Benefits of organization.
  - Types of organization.
  - Properties of effective        organization.   Oral and written test       6
  - Methods of organization.
  - Power & responsibility.
  - Committees.
  Department                                                     Major
Management Technology                                          Marketing




                          Detailed Curriculum (Theory)
                  Contents                        Evaluation             Hours
  Orientation:
  - LeadershipK
   -   Communications.                           Oral and written test      3
   -   Motivations.


  Controlling:
  - Concept of controllingK
   -Benefits of controlling.                     Oral and written test       3
   -Steps of controlling.
   -Types of controlling.
 Firm jobs:
 - Types of firm.                                Oral and written test       3
 - Legal forms of firms
Human resources Management:
 - Definition of human resourcesK
   -Objectives of human resourcesManagement.   Oral and written test       3
   -Organization in human resources
    Management.
  - Jobs of human resourcesManagement.
  Marketing Management:
  - Definition of marketingK
                                                 Oral and written test       3
   -   Objectives of marketing ManagementK
   -  Development of marketing.
   Production Management:
   - Definition ofproduction.
   - Importance ofproduction.                Oral and written test       3
   - Managing process of production.
   - Quality control.
Financial management:
   - Definition offinance.
   - Objectives of financial managementK
                                                 Oral and written test       3
   - Sources of capital.
   - Financial planning.
   - Financial control.
    Purchasing and storage
    management:                                  Oral and written test       3
   - Purchasing job.
  Department                                                   Major
Management Technology                                        Marketing




                           Detailed Curriculum (Theory)
                   Contents                     Evaluation             Hours
  -  Storage job.
   Information management:
  - Definition ofinformationK
  -   Objectives ofinformationK
                                               Oral and written test       3
  -   Importance ofinformation system
      Management.
  -   Components of information system.
  Department                                                       Major
Management Technology                                            Marketing




                 1. Bartol, Kathryn, Management, New York, Irwin, 2006.

                 2. Roger, Kreitner, Management, Boston, M. H. Co., 2006.
 References
                 3. Weston, Fred, and Eugin Brigham, Essentials of Managerial Finance, New
                    York, The Dryden press, 2004.
    Department                                                            Major
  Management Technology                                                 Marketing




   Department              Management Technology                Major            Marketing
   Course title            Principles of Marketing              Code             SEL111
  Pre-requisites

Course description:
                                                                Semester     1      2   3   4
    This course is designed to provide the             Credit hours          3
trainees with principles of marketing which                     Lectures     3
include     major    principles,    marketing       Contact      Practice
environment, analyzing the purchasing               Hours        sessions
behavior and marketing mix along with             (Hour/week
management jobs in marketing which                              Exercises
include sales management, planning,
organizing and controlling the marketing
activity. This course also includes marketing
services.

The course objectives:
  The trainees should be able to:
  Differentiate between firm goals and marketing goals.
  Know the environmental factors affecting the marketing activity.
  Know the importance of marketing information.
  Know the principles of marketing activity.
  Differentiate between goods and services.




Theoretical and practical subjects:
    Major principles in marketing.
    Marketing environment.
    Marketing mix.
    Management of marketing activity.
    Marketing services.
  Department                                                Major
Management Technology                                     Marketing




                        Detailed Curriculum (Theory)
                  Contents                      Evaluation            Hours
  Main principles of marketing:
  - Definition of marketing.
  - Importance of marketing.
                                             Oral and written test     4
  - Stages of marketing development.
  - Marketing mixture.
  - Marketing jobs.
   Marketing environment:
  - Definition of marketing environment.
                                             Oral and written test     6
  - Partial marketing environment.
  - Complete marketing environment.
   Marketing information:
  - Principles and importance of marketing
     information systems.
                                             Oral and written test     3
  - Components of marketing information
      systems.
  - Marketing researches.
  Purchasing behavior:
  - Analyzing final buyer's behavior.        Oral and written test     3
  - Analyzing organization's behavior
  Marketing mix:
  - Introduction.
  - The product.
                                             Oral and written test     8
  - The price.
  - Distribution.
  - Promotion.
  Management of sales:
  - Definition of sales.
  - Goals of sales department.               Oral and written test     6
  - Controlling sales performance.
  - Planning sites and selling targets.
  Marketing planning:
  - Principle of marketing planning.         Oral and written test     3
  - Steps of marketing planning.
  Department                                                             Major
Management Technology                                                  Marketing




                        Detailed Curriculum (Theory)
                  Contents                                  Evaluation                  Hours

  Marketing organization:
  - Bases of dividing and collecting different
    marketing activities.                                Oral and written test             3
  - Relation between marketing department and
    other departments.

  Controlling marketing performance:
  - Concept of marketing performance
    control.                                             Oral and written test             3
  - Stages of marketing performance control.
  - Types of marketing performance control.
  Marketing of services:
  - Definition of services.
                                                         Oral and written test             6
  - Characteristics of services.
  - Production services.



                        1. Bennet, Dictionary of Marketing Terms, Chicago, American
                            Marketing Association, 2000.

                        2. Burns, Alvin, Effective Marketing principles, N. J., Prentice Hall,
                            2000.

                        3. Darlymole, Douglas, and Leonard Parsons, Basic Marketing
  References                Management, New York, John Wiley & sons, 1995.

                        4. Kotler, Philip and Gray Armstrong, Presales of Marketing, N.J.,
                            Prentice-Hall, 1997.

                        5. Komenar, M. M, Electronic Marketing, New York, John Wiley &
                            Sons, 2000.
    Department                                                            Major
  Management Technology                                                 Marketing




    Department               Management Technology              Major              Marketing

    Course title                    Market Study                Code               SEL112

   Pre-requisites                          Principles of Marketing (Market 102)

Course description:                                                Semester    1     2   3     4

   This course is designed to provide the trainees        Credit hours               3
with principles of marketing study include                         Lectures          2
                                                       Contact      Practice
products, customers, competitors, and sales.                                         2
                                                       Hours        sessions
                                                     (Hour/week
                                                                   Exercises


Course objectives:
 The trainees should be able to:
  Know the firms marketing policies
  Know the products specifications.
  Classify customers.
  Study the position of the competitors in the market.
  Participate in selling meetings and determine the selling goal.
  Prepare marketing reports.
  Differentiate between different characteristics of products.
  Know different types of clients.
  Differentiates between different markets according to market segmentation concept.
  Know different types of competitors.
  Know concept of sales management.
  Department                                                 Major
Management Technology                                      Marketing




                       Detailed Curriculum (Theory)
                Contents                    Evaluation                 Hours
Introduction to market study
   - Market concept.
   - Types of markets.                    Oral and written test          4
   - Difference between the market and
      marketing.
 Product study
   - Definition of products.
   - Concept of product study.
   - Product study.                       Oral and written test          6
   - Services study.
   - Product reports.
   - Training cases.
Customers study
   - Definition of customers.
   - Types of customers.
   - market segmentation.                 Oral and written test          8
   - Customers information system.
   - Customers reports.
   - Training cases.
Competitors study
   - Definition of competitors study.
   - Types of competitors.
                                          Oral and written test          6
   - Competitors information system.
   - Competitors reports.

Sales study
   - Definition of sales.
   - Types of sales.
   - Sales analysis.                      Oral and written test          6
   - Sales information system.
   - Training cases.
  Department                                                                 Major
Management Technology                                                      Marketing




                            Detailed Curriculum (practical)
                      Contents                                   Evaluation              Hours
Field visit and work shop

    Under trainers' supervision the trainee makes a
field visit to an industrial company to know the types
                                                           Oral test and evaluation of
of products produced by this company and the                                               8
                                                                      reports
properties of these products and how to make a product
report this report is to be discussed in a work shop
attended by all trainees and managed by the trainer.

Field visit and work shop

  Under trainers' supervision the trainee makes a field
visit to a large commercial company to know the types
                                                           Oral test and evaluation of
of clients, how the firm segments the market and how                                       6
                                                                      reports
to make a clients report. The trainee makes a report
that is to be discussed in a work shop attended by all
trainees and managed by the trainer.

Field visit and work shop

   Under trainers' supervision The trainee makes a field
visit to a group of companies competing on a specific
product and the characteristics of the competing           Oral test and evaluation of
                                                                                           8
companies and competing factors in the market. The                    reports
trainee makes a report that is to be discussed in a work
shop attended by all trainees and managed by the
trainer.

Field visit and work shop

   Under trainers' supervision the trainee makes a field
visit to a large commercial company to know how to
                                                           Oral test and evaluation of
analyze sales in the company, how to make a sales                                          8
                                                                      reports
report, and the extent of strength and weakness in the
forms written reports. The trainee makes a report that
is to be discussed in a work shop attended by all
trainees and managed by the trainer.
  Department                                                             Major
Management Technology                                                  Marketing




                        1. Bennet, Dictionary of Marketing Terms, Chicago, American
                            Marketing Association, 2000.

                        2. Burns, Alvin, Effective Marketing principles, N. J., Prentice Hall,
                            2000.

                        3. Darlymole, Douglas, and Leonard Parsons, Basic Marketing
  References                Management, New York, John Wiley & sons, 1995.

                        4. Kotler, Philip and Gray Armstrong, Presales of Marketing, N.J.,
                            Prentice-Hall, 1997.

                        5. Komenar, M. M, Electronic Marketing, New York, John Wiley &
                            Sons, 2000.
  Department                                                          Major
Management Technology                                               Marketing




 Department           Management Technology              Major              Marketing
  Course title          Consumer Behavior                 Code               SEL113
 Pre-requisites                    Principles of Marketing (Market 102)

Course description:
                                                                Semester    1   2    3     4
  This course the students are trained to             Credit hours              3
understand and know the behavior of the           Contact        Lectures       3
final customer and the behavior of the             Hours         Practice
industrial customer. It also handles the        (Hour/week       sessions
nature of the customer behavior and the        (hrs per week) Exercises
factors affecting that behavior it also
discusses the process of taking buying
decisions.


Course objectives.
 The students should be able to:
  Know types of consumers.
  Understand factors affecting consumer behavior.
  understand stages of consumer decision making of end consumers and industrial buyers.
  Factors affecting end consumer behavior.
  Department                                                             Major
Management Technology                                                  Marketing




                        Detailed Curriculum (Theory)
                    Contents                                 Evaluation              Hours
Nature of consumer behavior

   -   Definition of consumer.
   -   Concept of consumer behavior.                      Oral and written test         6
   -   Importance of studying consumer behavior.
   -   Marketing concept of consumer behavior.

Factors affect consumer behavior

   -   Environmental Factors.                            Oral and written test          12
   -   Psychological FactorsK
   -   Training cases.
Decision making of end consumer

   -   Types of buying decisions.
                                                          Oral and written test         9
   -   Buying decision making.
   -   Training cases.

Factors affecting industrial buyer's behavior
   - Concept and properties of industrial buyer's
      market.
                                                          Oral and written test         9
   - Factors affecting industrial buyer's behavior.
   - Training cases.
Decision making of industrial buyer
   - Buying positions.
   - Buying parts.                                        Oral and written test         9
   - Buying decision making.
   - Training cases.
                                1. Francesco, Nicosia, Consumer Decision Processes, N.J.,
                                   Prentice Hall, 1966.

                                2. James, Engel, Roger Blackwell, and Paul Miniard, Consumer
                                   Behavior, Fort worth, The Dryden Press, 1993.
    References
                                3. John, Mower, Consumer Behavior, N.J., Prentice Hall, 1995.

                                4. William, Wikie, Consumer Behavior, New York, John Wiley
                                   & Sons, 1994.
    Department                                                           Major
  Management Technology                                                Marketing




     Department             Management Technology              Major             Marketing

     Course title             Distribution Channels            Code              SEL114

    Pre-requisites                        Principles of Marketing (Market 102)

Course description:
                                                                 Semester    1     2   3     4
   This course is centered around describing           Credit hours                    3
distribution channels, their jobs, policies and                   Lectures             2
strategies and the ways to construct them and       Contact
                                                                  Practice
evaluate their performance. knowing the             Hours                              2
                                                                  sessions
activities of distribution channels.              (Hour/week
                                                                 Exercises

Course objectives.
  Students should be able to:
   know types of distribution channels.
   Know distribution policies.
   Determine the needs of and distribution channels.
   Control deposits.
   Evaluate distribution channels.
   The jobs of distribution channels.
   The distribution strategies.
   Constructing distribution channels.
   Know types of intermediaries.
   The management of reserves in distribution channels.
realizes the needs of and distribution channels.
   Department                                                           Major
 Management Technology                                                Marketing




                            Detailed Curriculum (Theory)

                       Contents                              Evaluation           Hours


 Nature of distribution

    - Definition of distribution.
                                                         Oral and written test        2
   - Distribution and market mix.
   - Types of intermediaries.
   - Reasons for using intermediaries.


 Types and jobs of distribution channels

   -   Concept of distribution channels.
   -   Jobs of distribution channels.                    Oral and written test        4
   -   Types of distribution channels.
   -   Determinants of choosing distribution channels.
   -   Training cases.


Distribution polices

   -   Types of distribution channels.                   Oral and written test        4
   -   Factors affecting distribution policies.
   -   Training cases.



Forming marketing channels

   -   Evaluating marketing channels.
   -   Steps of constructing marketing channels.
   -   Training cases.
  Department                                                        Major
Management Technology                                             Marketing




                         Detailed Curriculum (Theory)

                    Contents                             Evaluation           Hours

Requirements of distribution channels

  -   Determining the requirements of distribution
      channels.                                      Oral and written test        4
  -   Improving distribution supply systems.
  -   Training cases.


Physical distribution in distribution channels

Management of distribution channels storage:
 - Definition of storage.
 - Importance of storage.
 - Storage planning
 - Storage controlling
 - Training cases.                                                               10
Management of transport and handling:

  -   Concept of transport and handling
  -   Importance of transport and handling
  -   Planning transport and handling
  -   Controlling transport and handling
  -   Training cases.


Evaluation of distribution channels

  -   Importance of evaluation of distribution
      channels.
  -   Standards of evaluation of distribution                                     4
      channels.
  -   Evaluation of distribution channels.
  -   Training cases.
  Department                                                                 Major
Management Technology                                                      Marketing




                          Detailed Curriculum (practical)
                      Contents                                   Evaluation              Hours
Field visit and workshop

   Under trainer' supervision the trainee chooses a
product from the market and writes a report about          Oral test and evaluation of
                                                                                           8
distribution channels of that product, number of                      reports
intermediaries, and the reasons for choosing
intermediaries. The reports to be discussed in a work
shop
Field visit and workshop

   Under trainer' supervision the trainee chooses a        Oral test and evaluation of
                                                                                           6
product from the market and writes a report about how                 reports
the producing company builds distribution channels
for this product.
Field visit and workshop

   Under trainer' supervision the trainee chooses a
company and writes a report about how this company
                                                           Oral test and evaluation of
determines and supplies the requirements of                                                8
                                                                      reports
distribution channels with which it deals and the other
services it provides for these channels. The reports
made by the trainees to be discussed in work shops
supervised by the trainer.
Field visit and workshop

 Under the supervision of the trainer the trainee
chooses a distribution channel and writes a report about
                                                           Oral test and evaluation of
stock management in that channel considering: safety                                       8
                                                                      reports
storage, determining the economic quantity of demand,
determining levels of stock, and methods of storage
control. The reports made by the trainees are discussed
in work shops supervised by the trainer.
  Department                                                         Major
Management Technology                                              Marketing




                   1. Kotler, Philip and Gary Armstrong, Principles of Marketing, N.J.,
                     Prentice-Hall, 1989.

References         2. Louis, stern, and Adel Al-Ansary, Marketing Channels, N.J., Prentice
                     Hall, 1992.

                   3. Rosenbloom, Bert, Marketing Channels: A management View, Hinsdale,
                     The Dryden Press, 2004.
   Department                                                             Major
 Management Technology                                                  Marketing




 Department          Management Technology         Major              Marketing
 Course title         Sales Communications          Code               SEL215
Pre-requisites                   Principles of Marketing (Market 102)

Course description
                                                                   Semester    1    2   3   4
   This course has been designed to provide               Credit hours                  3
trainee with both theoretical and practical                        Lectures             2
skills necessary for managing the process of           Contact
                                                                   Practice
contacting customers and negotiating with              Hours                            2
                                                                    sessions
them to successfully settle the deal.                (Hour/week
                                                                   Exercises

Course objectives
 The students should be able to:
 Describe the elements of effective communications.
 Practice communications properly.
 Negotiate with customers.
 Achieve the marketing goals as a result of communications and negotiation.
   Department                                                       Major
 Management Technology                                            Marketing




                             Detailed Curriculum (Theory)
                     Contents                         Evaluation              Hours
Nature of sales communications

   - Definition of sales communication.            Oral and written test        4
   - Importance of sales communication.
   - Tasks of sales communication.
Sales men

   - Definition of salesmen.
   - Goals of salesmen.
                                                   Oral and written test        4
   - Types of salesmen.
   - Properties of a successful salesman.
   - Training cases.

Skills of sales communications

   - Elements of sales communications.
   - Characteristics of sales communications.
                                                   Oral and written test        6
   - Skills of sales communications.
   - Restricts of sales communications.
   - Treating restricts of sales communications.
   - Training cases.
Patterns of purchasing

   - Definition of salesmen.
                                                   Oral and written test        2
   - Types of customers.
   - Customers' patterns of purchasing.
   - Training cases.
Promotion cycle in sales communication

   - Definition of promotion.
                                                   Oral and written test        6
   - Elements of marketing mix.
   - Promotion strategies.
   - Training cases.
Stages of sales communication

   - Determining customers.
   - Preparing for a sales meeting
                                                   Oral and written test        6
   - Presenting a sales offer.
   - Replying to objections.
   - Completing a bargain.
   - Caring for customers
  Department                                                                   Major
Management Technology                                                        Marketing




                             Detailed Curriculum (practical)
                       Contents                                    Evaluation              Hours
Field visit and workshop

   Under trainer' supervision the trainees visit a firm      Oral test and evaluation of
                                                                                             6
and write a reports about how the firm determines its                   reports
potential customers. Then the reports are discussed in a
workshop.
Field visit and workshop

   Under trainer' supervision the trainees visit a firm      Oral test and evaluation of
                                                                                             6
and write a reports about how the firm planes sales                     reports
meetings. The reports are discussed in a workshop.

Field visit and workshop
                                                             Oral test and evaluation of
  Under trainer' supervision the trainees visit a firm and                                   6
                                                                        reports
writes a report about how salesmen in this firm present
sales offers. The reports are discussed in a workshop.
Field visit and workshop

   Under trainer' supervision the trainees visit a firm
                                                             Oral test and evaluation of
and writes a report about how salesmen in this firm                                          6
                                                                        reports
reply to customer objections. The reports are discussed
in a workshop.

Field visit and workshop

   Under trainer' supervision the trainees visit a firm      Oral test and evaluation of
                                                                                             6
and writes a report about how salesmen in this firm                     reports
complete bargains with customers. The reports are
discussed in a workshop.


                        1. Hise, Richard, Effectiveness Salesmanship, Hinsdale, The Dryden Press,
                          1980.

                        2. Kiernan, J., Dommernuth, and M. Somers, Promotion: An Introductory and
  References              Analysis, New York, McGraw-Hill Co., 2003.

                        3. Kotler, Philip, Marketing Management: Analysis, Planning,
                          Implementation and Control, N.J., Prentice-Hall, 2004.
    Department                                                        Major
  Management Technology                                             Marketing




 Department          Management Technology         Major               Marketing
 Course title         Product Show Skills           Code                SEL216
Pre-requisites                    Principles of Marketing (Market 102)

Course description:
                                                                Semester    1   2   3   4
   This course is designed to provide the              Credit hours                 3
trainee with product-display skills of current                   Lectures           2
and potential customers in outlets. And the role     Contact
                                                                 Practice
of product-display in sales activation. display      Hours                          2
                                                                 sessions
procedures, stages of selling in an exhibition     (Hour/week
                                                                Exercises
and how to prepare product-display reports.

Course objectives:
 The trainee should be able to:
  Perform the selling job in the exhibition.
  Make reports about product-display.
  Be aware of product-display concepts.
  Know product-display procedures.
  Know factors affecting product-display.
  Know selling stages in the exhibition.
  Know how to make product-display reports.
    Department                                                         Major
  Management Technology                                              Marketing




                                Detailed Curriculum (Theory)
                     Contents                           Evaluation             Hours
Nature of product-display
      - Properties and concept of products
      - Concept of displaying products.                Oral and written test        4
      - Goals of product-display.
      - Importance of product-display
Sales activation
      - Concept of product-display                     Oral and written test        4
      - Role of product-display in sales activation.
Factors affecting product-display
      - Internal design of the exhibition.
      - Display skills.
      - Stock availability.
                                                       Oral and written test        8
      - Product safety.
      - Display techniques.
      - Supporting promotion techniques.
      - Costs and benefits of display.
Product-display procedures
      - Choose and preparing the exhibition.
      - Product supplying.                             Oral and written test        4
      - Product pricing.
      - Supplying promotion techniques.
Steps of selling in the exhibition
      - Receiving customers.
      - Opening the sales display.
      - Describe the product.
                                                       Oral and written test        6
      - Practical explanation of the product.
      - Handling customer objections.
      - Completing the sales operation.
      - Delivering the product to the customer.
Product display reports
      - Definition product-display reports
      - Goals of product-display reports               Oral and written test        4
      - Types of product-display reports
      - Preparing product-display reports
  Department                                                                 Major
Management Technology                                                      Marketing




                         Detailed Curriculum (practical)
                      Contents                                   Evaluation              Hours
Field visit and workshop

   Under trainer' supervision the trainee makes a field
                                                           Oral test and evaluation of
visit to one of the distribution outlets and writes a                                      10
                                                                      reports
report about how the products are displayed and its role
in sales activation. The reports are discussed in a
workshop.
Field visit and workshop

   Under trainer' supervision the trainee makes a field
                                                           Oral test and evaluation of
visit to a number of distribution outlets and writes a                                     10
                                                                      reports
report about the procedures and problems of product
display in these outlets. The reports are discussed in a
workshop.
Field visit and workshop

  Under trainer' supervision the trainee makes a field
                                                           Oral test and evaluation of
visit to a distribution outlet to get information about                                    10
                                                                      reports
steps of selling in the exhibition and the problems that
face the salesman. The trainer supervises a workshop to
discuss the reports made by the trainees.




                       1. Hise, Richard, Effectiveness Salesmanship, Hinsdale, The Dryden Press,
                          1980.

                       2. Kotler, Philip, Marketing Management: Analysis, Implementation, and
  References              Control, N.J., Prentice-Hall, 2004.

                       3. Stanley, Richard, Promotion: Advertising, Publicity, Personal Selling and
                          Sales Promotion, N. J., Prentice-Hall, 2002.
    Department                                                                 Major
  Management Technology                                                      Marketing




   Department              Management Technology                     Major             Marketing
   Course title                 Customer service                     Code              SEL217
  Pre-requisites                         Principles of Marketing (Market 102)

Course description
                                                                    Semester       1     2   3   4
  This course was designed to teach the                   Credit hours                           3
trainee the concepts and bases of customer                          Lectures                     2
service and acquire the skills of providing            Contact
                                                                    Practice
this service, types of service, customer               Hours                                     2
                                                                    sessions
complaints and the management of                     (Hour/week
                                                                    Exercises
customer service.


course objectives
  The students should be able to:
  know concepts and bases of customer service.
  Be aware of the institutional policies in introducing services.
  Determine customer complaints and deal with them.
  Know the economics of service providing .
  know the services needed by the customers.
  know customer complaints.
  know how to provide services to treat complaints.
   Department                                                        Major
 Management Technology                                             Marketing




                              Detailed Curriculum (Theory)
                      Contents                           Evaluation            Hours
Concept of customer service

     - Definition of customer service.
     - Importance of customer service.
     - Customer service in the industrial sector.     Oral and written test      6
     - Methods and places of introducing customer
     service.

Services introduced to customer

     - Types of services introduced to customer
                                                      Oral and written test      6
     - Policies of service introduction
     - Factors affecting service introducing policy
     - Training cases
customer complaints

     - Definition of customer complaints.
                                                      Oral and written test      6
     - Importance of customer complaints.
     - Ways of dealing with customer complaints
     - Training cases
Relationship with customers

     - Target customer.
     - Customer satisfaction.
                                                      Oral and written test      6
     - Classification of customers.
     - Market segmentation.
     - Training cases

Introducing customer service

      - Factors affecting the introduced services.
                                                      Oral and written test      6
     - Tasks of customer service unit.
     - Economics of providing customer service
     - Training cases
                                                                                      
  Department                                                                   Major
Management Technology                                                        Marketing



                                                                                                  
                             Detailed Curriculum (practical)
                       Contents                                    Evaluation              Hours
Field visit and workshop

 Under the trainers supervision the trainee visits a firm
                                                             Oral test and evaluation of
that introduces customer service the trainee writes a                                       10
                                                                        reports
report about types of services and how introduced to
customers. The reports are discussed in a workshop.

Field visit and workshop

  Under the trainers supervision the trainee visits a firm
that introduces customer service, the trainee writes a       Oral test and evaluation of
report about the strategies of service introducing and                                      10
                                                                        reports
factors affecting such strategies in this firm. The
reports are discussed in a workshop.

Field visit and workshop

  Under the trainers supervision the trainee visits a firm
                                                             Oral test and evaluation of
that introduces customer service, the trainee writes a                                      10
                                                                        reports
report about customer complaints and how the firm
deal with such complaints. The reports are discussed in
a workshop.


                                                                                                  


                        1. Zenithal, Valerie, and Mary Bitner, Services Marketing, (New York,
                           McGraw-Hill, 1996.

                        2. Johnson, Bernie, Real World Customer services, Illinois, Small Business
                           Sourcebooks, 1996.
  References
                        3. Kotler, Philip, Marketing Management Analysis, Planning,
                           Implementation and Control, N. J., Prentice-Hall, 2003.

                        4. Mown, John, Consumer Behavior, N. J., Prentice-Hall, 1995.
    Department                                                         Major
  Management Technology                                              Marketing




  Department           Management Technology               Major               Marketing

  Course title             Marketing Research              Code                   SEL218

 Pre-requisites                         Principles of Marketing (Market 102)

Course description
                                                                  Semester    1    2   3   4
    This course was designed to teach the               Credit hours                       3
trainee the procedures of marketing research.                     Lectures                 2
The steps of marketing research include:             Contact
                                                                   Practice
definition of the problem, types and sources         Hours                                 2
                                                                   sessions
of data, collecting data, data analysis, and       (Hour/week
                                                                  Exercises
writing the report.


Course objectives
 The students should be able to:
  Define the marketing problem.
  Define types and sources of marketing data.
  Know how to collect marketing data.
  Know how to analyze marketing data.
  Know how to write the marketing report.
  Department                                                             Major
Management Technology                                                  Marketing




                             Detailed Curriculum (Theory)
                    Contents                             Evaluation              Hours
Nature of marketing research

       - Definition marketing research.
       - Importance marketing research.
                                                        Oral and written test        2
       - Organizing marketing research.
       - Morals of marketing research.
       - Types of marketing research.

The process of marketing research

       -introduction
       -stages of marketing research:

        Determining the need for marketing research.
        Determining the problem marketing research.
        Determining the goals of marketing research.
        Designing marketing research.                                               4
        Determining type and sources of data.
        Determining methods of Collecting data.
        Determining data collection
        Determining type and size of the sample.
        Collecting data.
        Analyzing data.

Determining the problem and research goals

            Determining the problem
                                                        Oral and written test        2
            Determining research goals.


Design the research and Determining types and
sources of data

            The importance of research design.
                                                        Oral and written test        4
            Types of research design.
            Types of data.
            Sources of data.
        Department                                                   Major
      Management Technology                                        Marketing




                                 Detailed Curriculum (Theory)
                         Contents                    Evaluation              Hours
      Determining methods of Collecting data

                Interviews.
                Telephone.                         Oral and written test        6
                Mail.



      Determining type and size of the sample

                Defining the sample.
                methods of sampling.               Oral and written test        2
                Sample error.


      Collecting data

                Responding.
                Interviews responding.             Oral and written test        2
                Telephone responding.
                Mail responding.

      Data analysis

                Descriptive analysis.
                                                    Oral and written test        4
                Deductive analysis.
                Differences analysis

      Writing the report

                Defining the report.
                Importance of the report.          Oral and written test        4
                Organization of the report .
                Contents.

 
        Department                                                          Major
      Management Technology                                               Marketing



 
                               Detailed Curriculum (practical)
                       Contents                                Evaluation                  Hours
  Determining the problem and research goals
                                                     Oral test and evaluation of reports      4
  Design the research and Determining types and
  sources of data                                    Oral test and evaluation of reports      4

  Determining methods of Collecting data
                                                     Oral test and evaluation of reports      4
  Determining type and size of the sample
                                                     Oral test and evaluation of reports      4
  Collecting data
                                                     Oral test and evaluation of reports      6
  Data analysis
                                                     Oral test and evaluation of reports      4
  Writing the report
                                                     Oral test and evaluation of reports      4
 
 



                            1. Burns, Alvin, and Ronald Bush, Marketing research, N.J., Prentice
                               Hall, 2000.

                            2. Curry, David, The new marketing research systems, New York, John
                               Wiley & sons, 1993.
      References
                            3. Malholtra, Naresh, Marketing research: An Applied orientation, N.J.,
                               Prentice Hall, 1996.

                            4. Bennett, Peter, Glossary of Marketing, Chicago, American Marketing
                               Association, 1988.


 
    Department                                                                  Major
  Management Technology                                                       Marketing




  Department               Management Technology                    Major               Marketing

     Course title             Electronic Marketing                  Code                   SEL219

 Pre-requisites                            Principles of Marketing (Market 102)

Course description
                                                                       Semester        1    2    3   4
    This course has been designed to acquaint                Credit hours                            3
the trainee with bases and skills of electronic                        Lectures                      2
marketing, features of internet customers,                Contact
                                                                       Practice
marketing knowledge in the internet,                      Hours                                      2
                                                                        sessions
strategies of electronic marketing, elements            (Hour/week)
                                                                       Exercises
of marketing mix on the internet, relationship
with internet customers and electronic
marketing plan.

course objectives

 The students should be able to:

      Know the principles of electronic marketing.
      Use his previous marketing and selling information using the internet.
      Make good use of internet techniques in selling.
      Discriminate between traditional and electronic marketing.
      Differentiate between internet selling techniques and choosing the most appropriate for his case.
      To know and compare between famous forms from electronic sites.
    Department                                                            Major
  Management Technology                                                 Marketing




                              Detailed Curriculum (Theory)
                        Content                                  Evaluation           Hours
 Nature of electronic marketing

      - Concept of electronic marketing.
                                                                Oral and written test     6
        - Threats and chances of electronic marketing.
      -Comparing the web with other distribution channels

Features of internet customers

      - The 21st century customers.
      - Segmentation of the electronic market.
      - Electronic customers' behavior.                         Oral and written test     4
      - Marketing research through the internet
      - Training cases.


Marketing knowledge

      - Marketing data bases.
      - Analyzing and distributing data.                        Oral and written test     4
      - Internet privacy.
      - Training cases.

Electronic marketing Strategies
     - B2C.
     - B2B.
     - B2B2C.                                                   Oral and written test     4
     - G2B
     - Training cases.

Pricing and developing the product using the internet

      - Creating customer value through the internet.
       - Electronic marketing solutions using new technology.
      - Discrimination strategies through the internet.         Oral and written test     6
      - Pricing forms in electronic marketing.
      - Direct pricing strategies
      - Training cases.
        Department                                                  Major
      Management Technology                                       Marketing




                                  Detailed Curriculum (Theory)
                            Content                         Evaluation           Hours
 The internet as a distribution channel

         - Direct distribution channels.
         - Getting rid of intermediaries.
                                                          Oral and research test     4
         - Direct distribution.
         - Physical distribution.
                                                      

 Communication in electronic marketing

         - IMC forms.
         - Direct advertising.                            Oral and research test     4
         - Direct promotion.
         - Electronic mail.

 Managing relationship with customers CRM
 
    - Building relations with customers.
                                                          Oral and research test     4
    - CRM tools.
    - Keeping customers' privacy.

      Electronic marketing Plan

         - Plan stages
         - Design an electronic marketing mix.
         - Making a work plan                             Oral and research test     6
         - Plan evaluation.
         - Plan marketing.

 
        Department                                                              Major
      Management Technology                                                   Marketing



 
                              Detailed Curriculum (Practical)
                         Content                                      Evaluation                 Hours
  Technology used in electronic marketing

     - Product technology.
                                                                   Projects and sites               10
     - Pricing technology.
     - Distribution technology.
     - Promotion technology.
  Applications

        - Amazon.com and B2C.
                                                                   Projects and sites                8
        - eBay and classified sales.
        - Yahoo.
        - E-trading.




                                 1. Mohammed, R.A., Fisher, R.J., Jaworski, B.J., and Cahill, A.M.
                                    (2002) Internet Marketing: Building Advantage in a Networked
                                    Economy, International Edition, McGraw-Hill.

                                 2. Chaffey, D., Mayer, R., Johnston, K. & Ellis-Chadwick, F. (2003)
                                    Internet Marketing, 2nd ed. Financial Times Prentice Hall

                                 3. Forest, E. (2003) Internet Marketing Intelligence: Research Tools,
                                    Techniques, and Resources, McGraw Hill Companies
      References                 4. Peterson, R. (1997) Electronic Marketing and the Consumer, Sage

                                 5. Pottruck, D.S. & Pearce, T. (2000) Clicks and Mortar: Passion
                                    Driven Growth in an Internet Driven World, Jossey-Bass

                                 6. Shapiro, C. & Varian, H (1998) Information Rules: A Strategic
                                    Guide to the Network Economy, Harvard Business School Press

                                 7. Shapiro, A. L. (1999) The Control Revolution: How the Internet is
                                    putting individuals in charge and changing the world we know, New
                                    York: Public Affairs
    Department                                                          Major
  Management Technology                                               Marketing




 Department              Administrative Techniques            Major             Marketing

 Course title        Computer Marketing Applications          Code              SEL 220

Pre-requisites                          Principles of Marketing (Market 102)

Course description
                                                                Semester    1     2   3   4
  This course is centered around the use of            Credit hours                       2
computer      programs      in       marketing                   Lectures                 -
applications. It deals with using ACCESS             Contact
                                                                 Practice
program to make databases of sales,                  Hours                                4
                                                                 sessions
customers, and competitors, and using the          (Hour/week
                                                                Exercises                 4
EXCEL program in planning sales and
analyzing the market share of the firm.


Course objectives

 The trainee should be able to:

    Know the concept of data base.
    Know the concept and methods of predicting sales
    Know the concept of market share
    Know the concept of sales share.
  Department                                                             Major
Management Technology                                                  Marketing




                        Detailed Curriculum (Practical)
                   Content                                 Evaluation                 Hours
 Sales database

    - Definition of sales.
    - Concept of sales database.                             Applications               18
    - Applications on sales database.
                (using the ACCESS)

Customers database

  - Definition of customers
                                                             Applications               18
  - Concept of customers database
  - Applications on customers database.
              (using the ACCESS)
Competitors data base

   - Definition of competitors.
                                                             Applications               18
   - Concept of competitors database.
   - Applications on competitors database.
               (using the ACCESS)
Sales planning

   - Definition of planning sales.
   - Methods of sales forecasting.
                                                             Applications               18
   - Target sales planning.
   - Applications on sales forecasting.
   - and target sales.
               (using the Excel)
 Market share analysis

    - Definition of market share.                            Applications               18
    - Applications on s market share.
                 (using the Excel)



                                1. Anderson, David and Others, Statistics For Business and
                                   Economics, New York, Prentice Hall, 2000.
                                2. Kotler, Philip, Marketing Management, N.J., Prentice Hall,
  References                       2003
                                3. Lacey, T., Quantitative Techniques, London, Lettuce
                                   Educational, 1996.
                                4. Marvin, Jobson, Sales Management, New York, Metrically,
                                   1977.

				
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