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.
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.