PHARMACEUTICAL MARKETING COURSES

PMK 1011 Pharmaceutical Marketing Environment 3 credits
An introduction and overview of the various healthcare system components as they
relate to the pharmaceutical industry. Prerequisite to all major concentration
requirements.

PMK 2021 Pharmaceutical Marketing Research 3 credits
Covers the processes that involve the systematic gathering of consumer information
and data that will help healthcare entities identify issues of concern to consumers
and payers. Areas to be covered include but are not limited to: Problem
Recognition; Research Design; Data Collection; and Analysis and Evaluation of
Research.Prerequisites: PMK 1011

PMK 2031 Pharmaceutical Promotion Management 3 credits
Covers promotion, advertising, direct marketing, cyber-marketing/ e-commerce,
and regulatory concerns peculiar to the pharmaceutical industry with respect to
promotion of drugs.Prerequisites: PMK 1011

PMK 2041 Pharmaceutical Selling and Sales Management 3 credits
Tools and techniques of making effective sales presentations. Behavioral and
systems approaches to selling will be covered, along with the role of selling in the
marketing mix and the importance of selling in customer service. Discussion of the
management of the sales force, including structuring and allocating territories,
developing call plans, setting quotas, administering the sales force, sales training,
and motivation. The role of modern information systems technology in managing the
sales force will be assessed.Prerequisites: PMK 1011

PMK 2051 Pharmaceutical Channels and Pricing 3 credits
A study of the forces contributing to formation, cohesion, and conflict in marketing
channels in the pharmaceutical industry. The course focuses on the power
dimensions of channel structure functions of leadership, formulation of channel
roles, and marketing logistics.Prerequisites: PMK 1011 and PMK 2021

PMK 2061 Pharmaceutical Marketing Strategy & Planning I 3 credits
Part I addresses strategy and planning development in a managed healthcare
environment. Topics included but not limited to are: what are (and what are not)
strategies, sources of competitive advantage; the strategic significance of core
competencies; and the relationship between strategy and healthcare marketing
planning.Prerequisites: PMK 1011, PMK 2021 and PMK 2031Can only be taken
senior year

PMK 2071 Pharmaceutical Marketing Strategy & Planning II 3 credits
Part II, drawing on the broad range of content covered in the first six courses, this
capstone seminar integrates and builds on the foundations laid previously. It
involves practical application through a number of formats: cases; exercises;
simulations.

Prerequisites: PMK 1011, PMK 2021, PMK 2031 and PMK 2061Capstone
course in pharmaceutical marketing. Can only be taken senior year

BUSINESS FOUNDATION COURSES

ACC 1011 Financial Accounting 3 credits
An introduction to the preparation and analysis of basic financial statements.
Specific topics include asset and equity measurement, income determination, cash
flow, and working capital flow. Prerequisite: none

ACC 1021 Managerial Accounting 3 credits
A continuation of ACC 1011 and an introduction to the use of accounting
information for managerial decision-making. Topics include cost accounting
systems, budgeting, decision making information and performance reporting.
Prerequisite: ACC 1011.

MGT 1001 Legal Environment of Business I 3 credits
This course introduces students to the study of law, particularly as it affects
business organizations. Comprehensive in scope, it covers the court system and the
judicial process, as well as areas of substantive law including torts, contracts,
constitutional, administrative, employment, agency and international law. Various
forms of business organizations are examined, and the interplay between law and
ethics is addressed throughout.

FIN 1311 Business Statistics 3 credits
This course covers probability concepts as well as descriptive and inferential
statistics. The emphasis is on practical skills for a business environment. Data
collection, organization and presentation are covered along with probability
distributions such as the binomial Poisson, and normal. Statistical inference and one
sample hypothesis testing are included. Calculators are required. Students also will
become familiar with spreadsheet applications, related to statistics and with
statistical software. Prerequisite: MIS 1012 or consent of instructor

FIN 1341 Introduction to Finance 3 credits
Introduction to Finance examines three major areas of finance-markets and
institutions, investments, and corporate. This course presents material in three
distinct phases. The first phase is the examination of the broad structure of financial
markets and institutions no second phase introduces the concepts of time value of
money, risk and how financial instruments (stocks and bonds) are valued. The final
phase examines financial planning, and methods of analysis. Where appropriate in
each phase the unique aspects of intentional finance are addressed.

Prerequisites: ACC 1011, 1021, ECN 1011

MGT 1011 Organizations in Perspective 3 credits
This course explores the nature of the firm and the development of the
employer-employee relationship in work organizations since the turn of the century
in the U.S. We will investigate and integrate the perspectives of various
stakeholders (e.g., government, unions, community) as they relate to the
manager-employee relationship, and demonstrate the effects of these stakeholders
on individual and organizational well-being.

MIS 1011/12 Introduction to Information Systems/Lab 4 credits
This is a required course for all College of Business and Administration students.
This course will present an introduction to computer hardware and software. The
basic concepts I of software development and systems analysis will be presented in
this course. The purpose of this course is to give the non-IS major an
understanding of the fundamentals of information systems so that he/she can
communicate effectively with system designers and developers. Introduction to
computer applications, e.g. word processing, electronic spreadsheets, and
database management systems are integrated with introductory course content.

BUS 2001 Quantitative Methods for Business (QMB) 3 credits
The QMB course integrates advance topics in business statistics and production
and operations management. Topics included are: inferences about population
variances (Chi-square and F distributions), project management, statistical process
control, tests of goodness of fit and independence, forecasting (linear regression,
multiple regression, time series, index numbers), and linear programming methods.
Excel software is used for problem solving. Prerequisite: FIN 1311

MGT 2901 Business Policy 3 credits
This is a capstone course integrating the various functions of business in the
development and implementation of business strategy. It examines cases involving
policy formulation and decision-making in the present-day business environment.

Prerequisites: ACC 1011, ACC 1021, FIN 1341, MGT 1011, (for management
majors enrolled prior to Fall 1997, MGT 2011 is required instead of MGT 1011),
MKT 1011, ECN 1011 and ECN 1021 This course is currently under revision
and will appear as a four-credit integrative capstone in Spring 1998

OTHER REQUIRED COURSES

MAT 1151 Mathematics for Business Majors I 3 credits
Topics in finite mathematics: vectors and matrices, optimization using linear
programming, simplex algorithm. Pre-calculus topics: linear, quadratic, exponential
and logarithmic functions and their graphs, mathematical models.

MAT 1161 Mathematics for Business Majors II 3 credits
Introduction to calculus: mathematical models using polynomial, rational,
exponential and logarithmic functions, rates of change and the derivative,
optimization using the derivative, integration.Prerequisite: MAT 1151 or permission
of instructor

MAT 1251-1261 Applied Calculus 6 credits
This course covers the fundamental topics of derivatives and integrals with
emphasis on methods and applications. It is especially directed towards Biology,
Business and Social Science majors in order to provide a valuable and useful
device to help them solve problems. Prerequisite: MAT 1201 or adequate
performance on calculus readiness test.MAT 1251 is prerequisite to MAT 1261

MAT 1351 Calculus I 4 credits
Limits, slope and derivative, derivative of algebraic functions, applications of
derivatives including related rates and curve sketching, analytic geometry.
Introduction to integration.Prerequisite: MAT 1201 or adequate performance on
calculus readiness test.

MAT 1361 Calculus II 4 credits
Integration and applications; transcendental functions; methods of integration and
improper integrals. Numerical integration; L'hopital's rule; infinite series.
Prerequisite: MAT 1351 or equivalent

ECN 1011 Introductory Economics (Micro) 3 credits
This course explains how a market economy determines how scarce resources are
allocated to the production and distribution of various goods and services. Supply
and demand models are used to explain the determination of the prices and
quantities of goods and factor inputs.

ECN 1021 Introductory Economics (Macro) 3 credits
This course explains the economy as a whole and shows what determines the level
of national output, employment and prices. The role of government in stabilizing the
economy is emphasized.

ELECTIVES & OTHER COURSES

BIO 1325 The Human Organism 3 credits
Basic principles of human anatomy and physiology from the viewpoint of the
intelligent lay person. Appreciation of interdependence of structure and function
with particular emphasis on appreciation of mechanisms of normal body function.
Open to all students except science majors. GER naturalscience selection..

BIO 2025 Anatomy and Physiology 3 credits
Basic principles of human anatomy and physiology for science and Pharmaceutical
Marketing majors. One three hour lecture per week.

BIO 2045 Pharmacology 3 credits
Basic principles of pharmacology for science and Pharmaceutical Marketing
majors. One three hour lecture per week.

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