May 23, 2024  
PUBLISHED 2021-2022 Credit Catalog 
    
PUBLISHED 2021-2022 Credit Catalog [ARCHIVED CATALOG]

MKTG 2366 - Business Development and Customer Relationship


Course Description:
Business Development is defined as the creation of long-term value for an organization from customers, markets, and relationships. This course will look at the relationship between traditional transactional sales, relationship selling and the evolution of the Business Development function. Market scanning and analysis, and the identification of potential growth markets, and key customers will be examined. Relationship, customer-centred selling techniques will be developed including relationship building, needs analysis, along with after sales customer care. Managing a sales force is explored including the effective organization of a sales department, forecasting and analyzing sales, recruiting and training a sales force, evaluating performance, and legal and ethical issues within the sales profession.

3 Credits

Equivalent(s):
MKTG 366

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