Marymount University
Graduate Catalog 2012-13
MKT 520 Business-to-Business Buying Behavior and Strategic Selling
Analyzes the types of buying behaviors that organizations use when purchasing goods and services. The course applies this knowledge to the business-to-business sales process. Besides organizational buying behavior, the following topical areas are covered in the course: the sales process (including the sales cycle and basic selling skills); strategic account management in major accounts; and sales management (including account planning, compensation planning, territory planning, territory reviews, sales force motivation, and sales force automation). See department chair for course offering schedule. Prerequisite: MBA 521. (3)
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