Business Marketing

I.     Course Prefix/Number: MKT 225

       Course Name: Business Marketing

       Credits: 3 (3 lectures; 0 lab)

II.    Prerequisite

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

III.   Course (Catalog) Description

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.

IV.   Learning Objectives

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

V.    Academic Integrity and Student Conduct

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.

Please review the Code of Academic Conduct and the Code of Student Conduct, both located online at

VI.   Sequence of Topics

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

VII.  Methods of Instruction

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

VIII. Course Practices Required

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

IX.   Instructional Materials

Note: Current textbook information for each course and section is available on Oakton's Schedule of Classes.

Varies by instructor.

X.    Methods of Evaluating Student Progress

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

Classroom Participation  20%
Presentations    30%

Mid-Term Assessment  25%

Final Assessment   25%

XI.   Other Course Information

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 Access and Disability Resource Center at the Des Plaines or Skokie campus. 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.

Oakton Community College is committed to maintaining a campus environment emphasizing the dignity and worth of all members of the community, and complies with all federal and state Title IX requirements.

Resources and support for
  • pregnancy-related and parenting accommodations; and
  • victims of sexual misconduct
can be found at

Resources and support for LGBTQ+ students can be found at