Academic Calendar 2017/2018 - Business-To-Business Marketing

MKTG 4427  Business-To-Business Marketing

Prerequisites:

MKTG 2127 or permission of the instructor

Hours:

Three hours of lecture per week for one term.

Credits:

3

Description:

This course is designed to provide an understanding of marketing to organizational buyers. Organizational buying decision processes will be studied with a view to the development of appropriate marketing strategies. Examination of the role of personal persuasion and effective management of a sales force will help students to become effective implementers of business to business marketing strategies.