BUSINESS TO BUSINESS MARKETING AND SALES MANAGEMENT (3 SCU)

Learning Outcomes:

Upon successful completion of this course, students are expected to be able to analyze Business to Business (B2B) market environment, discriminate specific B2B market situation, and utilize the information to create a marketing plan that will ultimately lead to a winning business plan ; plan, execute, control and audit a marketing plan pertaining to B2B nature : demonstrate a good standard of business ethics and professionalism required in business.  In addition, students , students are also expected to understand the concepts of conducting sales in B2B environment, establishing sales relationships with current and potential customers, and managing sales force.

Topics:

The course introduces students to the basic grounding of industrial or business-to-business marketing and sales and how it influences decisions in  business as a whole.

Pre-requisites: Marketing Management I; Marketing Management II