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Course Description

Successful companies do several things well. They understand the value of the goods and services that they offer customers, price their goods and services competitively for their markets, and understand and manage the costs of their goods and services to maximize profitability and aggressively manage their cash. In this course, students learn how these successful companies develop and execute their sales, pricing and profitability strategies. Students learn the role of cost data, market information and competitive intelligence in developing these pricing policies. The course also examines the role of promotions and discounts in reducing inventories. As profitability is impacted by an enterprise's financial management, the course reviews how successful companies undertake the financial management of their enterprise. This includes analyzing the three major financial statements, reviewing the budgeting and cost monitoring process, identifying cash management practices, and studying how capital investment decisions are made. Additionally, the course familiarizes students with the types of sales and marketing behavior that could violate U.S. anti-trust law.

Course Outline

The course examines the role of promotions and discounts in reducing inventories, the impact of profitability by financial management, and reviews how successful companies undertake the management of their enterprise.

 

Notes

Contact:
Philip Walstrom
(310) 825-7942
pwalstrom@unex.ucla.edu 
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Course is offered during the Spring Quarter.
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