Course Catalog and Schedule

Business Marketing (MKTG-453-0)
1.00 Credit
TCE BidStats

This course provides a progressive approach to business marketing and business market management, which is the process of understanding, creating and delivering value to targeted business markets and customers. Business markets are composed of firms, institutions or governments. The course provides an understanding of nine business market processes: market sensing and value assessment; understanding firms as customers; crafting market strategy in business markets; managing market offerings and value-based pricing; business channel management; gaining customers; sustaining reseller partnerships; and sustaining customer relationships. Four guiding principles of business market management underlie these business market processes and recur throughout the course: regard value as the cornerstone of business market management; focus on business market management processes; stress doing business across borders; and accentuate working relationships and business networks. This course has strong applicability to students pursuing careers in management consulting and financial services as well as in marketing and general management with technology and industrial firms.

Full-Time: (MKTG-430-0 OR MKTG-440-0 OR MKTGM-430-0)
Part-Time: (MKTG-430-0 OR MKTG-440-0)

Download Schedule Information
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Academic Year Term   Session Course ID Title Sec ID   Credits Syl Instructor Times Campus Location Mand 1st Exam
2015-2016 Spring 2016 10 Weeks MKTG-453-0 Business Marketing 76 1 Anderson, James C. Sat 1:30 PM - 4:30 PM Chicago TBD (Room TBA) Y