Online Courses Handbook 2003

4826 (v.4) Marketing to Organisations 422

Area:	School of Marketing
Contact Hours:	3.0
Credits:	25.0
Seminar:	1 x 3 Hours Weekly
Other Requisite(s):	Admission: Requisite upon admission into Commerce Honours Program
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 - marketing analysis and planning of activities for development of close and long-term relationships with the business customer. Repeat transactions, buyer-seller relationships, strategic partnerships with established clients.