Developing and Managing Sales and Customers in Business and Technology Markets
Learning Objectives
By taking this concentration, students are expected develop the skills and knowledge of customer and market development in business-to-business markets. Student learning includes the following key components:
- Organization buying behavior
- Sales force management
- Designing and managing channels
- Inter-firm relations, programs, and incentives
- Business communications
1. Analysis of Customers and Markets: Advanced study of the marketing of goods and services to business customers (4 Units, new)
2. (MKTG 574) Sales Force Management: Overview of the theory and practice of sales management (3 units)
3. (MKTG 590) Designing and Managing Channels: Channels Design & Firm Strategy (3 units)
4. (MKTG 594) Business to Business Marketing (3 units)
5. (MKTG 596) Integrated Marketing Communications (3 Units)
