Business Marketing Management

This course provides a comprehensive overview of the ways in which industrial products and business services are marketed to other businesses, institutions, governmental bodies, and resellers. This course focuses on the largest sector of the U.S. economy - commerce among organizations, with more than half of all jobs. Topics include understanding organizational buying behavior, facilitating the buyer/seller dyad, forming strategic alliances/networks, industrial strategy for businesses, innovation realization for products/technology, business services creation and management, tactics for negotiations/bidding, industrial advertising/sales promotions, industrial selling and sales force management, trade shows, and Internet integration into business marketing practices. Course format includes: career-focused lectures, case studies, guest speakers, video footage displaying best companies/practices, and discussions focusing on applying relevant information sources and research skills for practical use once on the job.