Sales & Marketing Management

Do you want a career with high-income potential? Do you like working with people and helping others find solutions to their problems? Then a career in sales and marketing may be the perfect fit for you.

In our dual-track Sales and Marketing Management program, you’ll gain the skills and training necessary to succeed in the industry. With the opportunity to earn a diploma or an Associate in Applied Science degree, you’ll complete courses in visual merchandising, selling, advertising, marketing, management and accounting. Through the practicum portion of the curriculum, you’ll gain hands-on experience in real work settings.

Prepare for a stimulating and rewarding career with plenty of versatility. Whether you want to be a sales representative, travel agent or marketing coordinator, you can take this career a number of ways. The Sales and Marketing Management coursework and on-the-job training will ensure you’re competent and confident upon entering the workforce.

Faculty Contact

Denise Reimer
Professor | Sales & Marketing Management
712-852-5258 | dreimer@iowalakes.educreate new email

Program Details


DEGREE: Diploma (38 credits)

CAMPUS: Emmetsburg


Did You Know?

Starting Salary: $33,415

Average Salary: $60,958

Projected Employment Growth: 1.6%

Online availability 75%


Term 1

Credits: 3

Students are given the opportunity to apply human relations concepts and evaluate experience and observations. Social skills required in various occupational settings will be developed, emphasizing how appropriate personal attitudes lead to social and business success.

Credits: 1

Introduces business and accounting students to career opportuni­ties in the business world. The course includes methods of net­working and the processes needed to successfully begin a career.

Credits: 3

Studies the concepts of selling. Includes an understanding of the customer; realizing the importance of product knowledge; secur­ing and conducting sales presentations, analyzing and handling different types of customers; steps in selling; and the importance of maintaining good will.Personality development and principles of selling are stressed.

Credits: 3

This course is designed to teach the principles of consumer behavior. Topics included are the following: external influences such as culture, social class, family and situations; internal influences such as motivation, attitudes, lifestyles, and learning; various models of consumer behavior; and how consumer behavior fits into marketing strategy. We will look at what makes consumers buy what they buy, when they buy, how they buy, and why they buy. Once marketers have a better understanding of this, a more efficient and effective method of marketing can be accomplished.

Credits: 4

A study of the principles and elements of design and their relationship to an effective display. Hands on experience in creating effective displays and planning a visual merchandisers schedule. The students learn about display materials and store layout in relation to effective selling.

Credits: 1

This course helps develop competent professionals in marketing management and merchandising. Professionalism contributes to occupational competence by promoting greater understanding and appreciation for the responsibilities of citizenship in our private enterprise system.

Credits: 2

A course designed to give the student trainee actual work experience in the operational phases of the modern retail market. The assignment given students will be tailored to the student’s needs. They include: basic merchandising, displays, cash register experience and selling to customers. Students will be under the supervision of the coordinator of the program and be assigned to work directly under a specific store manager who serves as the on-the-job-trainer.

Term 2

Credits: 3

Introduces the basic principles of accounting and the recoding of simple business transactions using the double entry system. Includes the accounting procedures of journalizing transactions, posting to the ledger, making a trial balance, creating receipt and disbursement of cash.

Credits: 3

Principles of Management provides the student with a conceptual framework for understanding the basic theories of management. Emphasis is placed on the internal and external environment, ethics, planning, goal setting, decision making, organizational structure, motivation and group dynamics, and effective control mechanisms for establishing and accomplishing business objectives.

Credits: 3

Fundamentals and principles of advertising as they pertain to the marketing process. Understanding consumer motivation, iden­tifying the target market, types of media and creation of ads are included.

Credits: 3

This course is designed to give students a clear understanding of the elements of the marketing mix (4P’s) and explanation of environmental issues that are employed in business to gain a competitive edge in the global economy. Includes identification of consumer and organizational needs and an understanding of the basic consumer behavior components.

Credits: 1

Continuation of the MKT 290. This course helps develop competent professionals in marketing management and merchandising. Professionalism contributes to occupational competence by promoting greater understanding and appreciation for the responsibilities of citizenship in our private enterprise system.

Credits: 3

Emphasis on expository and argumentative writings including a review of usage and mechanics.

Prerequisites: Satisfactory score on the ACT, Accuplacer, ASSET,COMPASS as determined by Iowa Lakes policy

Term 3

Credits: 3-5

To give the student hands on experience in a business related occupation and to apply what they have learned in class to real life situation. It also will introduce them to some business activities that will be or have been covered in class.

† indicates a course that fulfills the diversity requirement. This course may also fulfill another general AA requirement.