MKTG 6424 — B2B and Strategic Sales
2 semester hours Graduate Lecture
Covers business-to-business marketing and the key roles of managing relationships with large buyers, going to market, and the sales organization. Begins with analyzing 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. Includes managing value-added resellers and distributors.
Prerequisites
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