3820 (v.6) Marketing to Organisations 322

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Area:	School of Marketing
Contact Hours:	3.0
Credits:	25.0
Tutorial:	1 x 1.5 Hours Weekly
Seminar:	1 x 1.5 Hours Weekly
Prerequisite(s):	10850 (v.4) Marketing 100 or any previous version
A focus on the process of building relationships with organisational customers - business firms, governmental organisations, and institutions. Strategic role of the business marketeer, in winning and keeping business customers, will be examined through marketing analysis and planning of the necessary activities for development of close and long-term relationships with the business customer.