Marketing
MKTG 6224: B2B and Strategic Sales
Lecture - 3 credits
ND
EI
IC
FQ
SI
AD
DD
ER
WF
WD
WI
EX
CE
- Covers business-to-business marketing and the key roles of managing relationships with large buyers, going to market, and the sales organization.
- Begins with an understanding of why and how firms, institutions, and organizations purchase products and services and the importance of the multifunctional buying center.
- Covers a proven selling process and presents compelling solutions to customers.
- Going-to-market topics include managing value-added resellers and distributors.
- Intended for all interested in marketing: future product managers who must rely on the sales force and distributors to introduce new products and promotions, future sales managers, and marketing executives who must manage the marketing-sales interface.
Covers business-to-business marketing and the key roles of managing relationships with large buyers, going to market, and the sales organization. Show more.