MARK 4100: Business to Business Marketing

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Course Format Lecture 4.0 h + Seminar 0.0 h + Lab. 0.0 h
Credits 3.0

Course Description

The course focuses on the elements that make up effective distribution channels from the raw material supplier to the final consumer. Channel management topics include the role of buyers, competitive bidding, pricing, terms of sale, channel structure, designing the marketing channel, channel relationships and responsibilities, selecting the channel members, and physical distribution and transportation. The course also examines why effective inter-organizational relationships and partnerships are needed to efficiently manage the flow of materials and information between members of the distribution channel. This course further develops students' skills in the Marketing Function as they learn how to apply the elements of the Marketing Mix to Business to Business selling through case studies, lectures, discussions, role playing and research. This course provides students with the practical foundation they will need to become successful business marketers.

Prerequisite(s): Completion of a minimum 54 credits including MARK 1115 with a minimum "C" grade, and 6 credits of university-transferable English or Communications with a minimum "C" grade; and a minimum "C" grade in CMNS 2228.

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