Business-to-Business Sales and Contracting

Catalog description

This course introduces students to both the theory and practice of business-to-business sales, contracting, and negotiations. In this course, students will conduct sales, negotiation, and contracting role plays, and make business-to-business contracting plan presentations. This course also deals with business concepts, marketing activities, management systems, and supporting technologies that can lead to successful development and effective management of B2B relationships. This course focuses on a wide range of current issues in B2B marketing, such as buyer-seller relationship management, customer satisfaction measurement, buyer decision-making processes, business networks, distribution channels, and business development.