Course Search > Search Results > Course DescriptionBusiness Marketing (MKTG-453-0)
1.00 CreditDescription:
This course counts toward the following majors: Marketing, Marketing Management
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. Prerequisite: MKTG-430.
Prerequisites:
All Students: MKTG-430-0
Corequisites:
None
We are currently in the Fall 2009 quarter.
Academic Year: 2009-2010 Quarter: Fall 2009 This course has not yet been scheduled.
Academic Year: 2009-2010 Quarter: Winter 2010 Sec ID Instructor Day Time Location 71 * Anderson W 18:00 - 21:00 Wieboldt (TBD)
Academic Year: 2009-2010 Quarter: Spring 2010 This course has not yet been scheduled.
Academic Year: 2009-2010 Quarter: Summer 2010 This course has not yet been scheduled.
* indicates Sections where First Session is Mandatory.+ indicates Sections with Second Year Preference. Please send questions to kellogg-registrar@kellogg.northwestern.edu .