Hands-on experience using word processing, the Internet, and e-mail recommended.

This course studies the distinctive characteristics, policies and problems of marketing in a business-to-business environment.  Content includes: buying behavior, the promotion and selling of an industrial  product, managing new and existing product lines, ethics, and the impact of new technology such as e- commerce.  Students will be required to develop a marketing plan for a business to business product.

1. Differentiate the distinctive characteristics of the industrial marketplace
2. Determine the nature of demand for an industrial product.
3. Design strategies, objectives and tactics for the business to business environment.
4. Assess and evaluate product lines and product management policies
5. Appraise multiple vendors in the channel system.
6. Determine pricing policies
7. Design promotional programs using the promotional mix components of personal selling, advertising, public relations, customer service and sales promotions.
8.  Conduct competitive analysis in order to determine market potential
9. Assess the impact of new technologies in delivering an industrial product in the market place

Students and employees at Oakton Community College are required to demonstrate academic integrity and follow Oakton's Code of Academic Conduct. This code prohibits:

• cheating,
• plagiarism (turning in work not written by you, or lacking proper citation),
• falsification and fabrication (lying or distorting the truth),
• helping others to cheat,
• unauthorized changes on official documents,
• pretending to be someone else or having someone else pretend to be you,
• making or accepting bribes, special favors, or threats, and
• any other behavior that violates academic integrity.

There are serious consequences to violations of the academic integrity policy. Oakton's policies and procedures provide students a fair hearing if a complaint is made against you. If you are found to have violated the policy, the minimum penalty is failure on the assignment and, a disciplinary record will be established and kept on file in the office of the Vice President for Student Affairs for a period of 3 years.
Details of the Code of Academic Conduct can be found in the Student Handbook.

Class Overview / Ethical Considerations in Business-to-Business Marketing 
Intro. to the Business Marketing Environment 
Marketing Research and Information Systems 
New Product Development, Management, and Strategy 
Market Segmentation, Positioning, and Demand Projection 
Price Planning and Strategy /Business Marketing Channel Participants 
The Organizational Buying Process / Personal Selling 
Business Sales Management 
Advertising and Sales Promotion  
International Business Marketing

 Lecture; In-class discussions
Course may be taught as face-to-face, media-based, hybrid or online course.

Reading Assignments
Writing and Presenting a Market Plan
Critical Thinking
Case study analysis

Varies by instructor.

Grades are based on written assignments, oral presentation and class participation.

Classroom Participation  20%
   
Presentations    30%

Mid-Term Assessment  25%

Final Assessment   25%

If you have a documented learning, psychological, or physical disability you may be entitled to reasonable academic accommodations or services. To request accommodations or services, contact the ASSIST office in the Learning Center. All students are expected to fulfill essential course requirements. The College will not waive any essential skill or requirement of a course or degree program.