12470 (v.2) Marketing to Organisations 503

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Area:	School of Marketing
Contact Hours:	3.0
Credits:	25.0
Seminar:	1 x 3 Hours Weekly
Theory of buying decision making in building relationships with organisational customers (business firms, governmental organisations and institutions). The strategic role of the business marketeer, in winning and keeping business customers, is examined through marketing analysis and planning of necessary activities for development of close and long-term relationships with business customers.