2009 Course Handbook
MKTG205: Business to Business Marketing
This unit defines and explains the nature of business marketing. It illustrates different types of business markets and how they differ from consumer markets. The demand for business products and services are considered. Different approaches to business marketing are discussed as typified in the relationships between buyers and sellers. The unit will consider the purchasing function, organisational buyer behaviour, business marketing opportunities and strategy, developing a marketing mix in a business market, managing customer relationships, sales and sales management as well as managing the marketing program and customer retention.
| Credit Points: | 3 |
| Contact Hours: | 3 |
| When Offered: | D2 - Day; Offered in the second half-year |
| Staff Contact: | Dr David Gray |
| Prerequisites: | MKTG101 |
| Corequisites: | |
| NCCWs: | |
| Unit Designations: | -- |
| Assessed As: | Graded |
| Offered By: |
Department of Business |
Timetable Information
For unit timetable information please visit the Timetables@Macquarie Website.