Industrial Marketing
- Management Sciences
- 800 level
- 3 credit units
- 158 pages
- 20 units
This course acquaints you with issues and decisions in the Marketing of Industrial products. You will learn of the issues, policies and strategies in marketing of Industrial products to Industrial customers. The aim of this course is to acquaint you with some issues, policies and strategies in the marketing of Industrial products to governments, businesses and organizations.
About this course
- Difficulty
- Intermediate
- Study hours
- 65 hours
- Maths
- Basic
- Content
- Theoretical, case study
- Practical work
- No
- Self Assessment Exercises
- Tutor Marked Assignments
- Final Examination
What you'll read
The real module and unit structure of MKT859, taken from the course material NOUN publishes.
- UNIT 1: PRICING IN INDUSTRIAL MARKETINGPage 89
- UNIT 2 COMMUNICATION/PROMOTION IN INDUSTRIAL MARKETING CONTENTSPage 99
- UNIT 3 COMMUNICATION MANAGEMENT FORMS AND INTEGRATED COMMUNICATIONPage 105
- UNIT 4 INSTITUTIONS MAKING UP THE DISTRIBUTION SYSTEM IN INDUSTRIAL MARKETINGPage 111
- UNIT 5: DESIGN OPTIONS IN FORMING CHANNELS OF DISTRIBUTION IN INDUSTRIAL MARKETINGPage 116
- UNIT 6 PRODUCER-RESELLER RELATIONSHIPS IN INDUSTRIAL MARKETINGPage 121
One paragraph, so you can see how it reads
MKT859 · UNIT 2: CHALLENGES AND PRIORITIES UNIQUE TO INDUSTRIAL MARKETING
Demand generation is the second most important marketing goal for industrial marketers and a precursor to the top priority — customer acquisition. The key to overcoming this challenge is to invest in marketing that generates valuable engagement opportunities for you.
What you should be able to do
- Discuss the perspectives, challenges and priorities to the study of Industrial marketing
- Explain the Stages of Organizational Buying Process
- Select the appropriate strategies for the management of Industrial products and services
- Explain the importance and features of sales territories
- Describe the scope and role of Industrial Marketing Research
What it prepares you for
- Sales Manager
- Marketing Manager
- Business Development Manager
- Account Manager
- Product Manager
- Manufacturing
- Technology
- Construction
- Healthcare
- Government
Where it gets hard
The units students slow down on, and what makes each one heavy.
- Module 3: Managing Industrial Products And Sales Force
Unit 2: Sales Force Management In Industrial Marketing
Requires understanding of sales strategies and ethical considerations in sales force management.
- Module 4: Marketing Decision Variables
Unit 1: Pricing In Industrial Marketing
Requires understanding of various pricing models and their impact on profitability.
A suggested way through it
13 weeks, about 57 hours in total. Yours will differ.
- Week 1Module 1: Background On Industrial marketing
Unit 1: Overview of Industrial Marketing · 4 hours
Read Unit 1: Overview of Industrial Marketing. Understand product classification and categorization of marketing. Differentiate between consumer and industrial marketing.
- Week 2Module 1: Background On Industrial marketing
Unit 2: Challenges and Priorities Unique to Industrial Marketing · 4 hours
Read Unit 2: Challenges and Priorities Unique to Industrial Marketing. Identify priorities of industrial marketing. Understand challenges faced by industrial marketers.
- Week 3Module 1: Background On Industrial marketing
Unit 3: Perspectives and Stages of Organizational Buying Process · 5 hours
Read Unit 3: Perspectives and Stages of Organizational Buying Process. Understand perspectives in industrial marketing. Explain the customer activity cycle. Describe stages of organizational buying process.
- Week 4Module 1: Background On Industrial marketing
Unit 4: Similarities and Differences between Industrial and Consumer Marketing · 4 hours
Read Unit 4: Similarities and Differences between Industrial and Consumer Marketing. Discuss basic concepts and tools similar in consumer and industrial marketing. Explain derived demand. Describe the role of individuals in industrial marketing.
- Week 5Module 2: Industrial buyers, Customers And Products
Unit 1: Industrial Buying Issues · 4 hours
Read Unit 1: Industrial Buying Issues. Understand organizational decision making. List criteria used in buying behavior. Explain buying situations.
- Week 6Module 2: Industrial buyers, Customers And Products
Unit 2: Types Of Industrial Customers · 4 hours
Read Unit 2: Types of Industrial Customers. Identify types of commercial enterprises. List and explain government agencies. Describe organizations under institutions.
- Week 7Module 2: Industrial buyers, Customers And Products
Unit 3: Characteristics Of Industrial Markets · 4 hours
Read Unit 3: Characteristics of Industrial Markets. Explain joint demand. Understand how industrial customers are few and geographically concentrated. Describe complex organizational buying behavior.
- Week 8Module 2: Industrial buyers, Customers And Products
Unit 4: Industrial Products · 4 hours
Read Unit 4: Industrial Products. Describe raw and processed materials. Discuss component parts. Explain MRO supplies.
- Week 9Module 3: Managing Industrial Products And Sales Force
Unit 1: Managing Industrial Products And Services · 4 hours
Read Unit 1: Managing Industrial Products And Services. Discuss industrial products and product service. List and explain the three types of product. Discuss the characteristics of services.
- Week 10Module 3: Managing Industrial Products And Sales Force
Unit 2: Sales Force Management In Industrial Marketing · 5 hours
Read Unit 2: Sales Force Management in Industrial Marketing. Explain personal selling and relate it to industrial marketing. List and discuss the sales tasks of industrial salesmen. Describe ethical dilemmas industrial salesmen face.
- Week 11Module 3: Managing Industrial Products And Sales Force
Unit 3: Customers And Sales Territories · 4 hours
Read Unit 3: Customers and Sales Territories. Discuss the significance of sales territories in industrial marketing. Explain the characteristics of sales territories. Identify the objectives of sales territories.
- Week 12Module 3: Managing Industrial Products And Sales Force
Unit 4: Sales Territories Planning, Design And Redistricting · 5 hours
Read Unit 4: Sales Territories Planning, Design and Redistricting. Explain sales territory planning and management. Describe the design of sales territories. Discuss the factors influencing or determining the size of sales territories.
- Week 13Final Revision
Final Revision · 6 hours
Review all modules and units. Work on assignments and TMAs. Prepare for final examination.
Preparing for the exam
- Review all unit learning outcomes and self-assessment exercises
- Create a glossary of key terms and concepts from each module
- Practice applying marketing strategies to real-world industrial scenarios
- Focus on understanding the differences between consumer and industrial marketing
- Review sales force management techniques and ethical considerations
- Create concept maps linking pricing strategies, distribution channels, and communication methods
Questions students ask about this course
What is MKT859 about?
This course acquaints you with issues and decisions in the Marketing of Industrial products. You will learn of the issues, policies and strategies in marketing of Industrial products to Industrial customers. The aim of this course is to acquaint you with some issues, policies and strategies in the marketing of Industrial products to governments, businesses and organizations.
How many units does MKT859 have?
MKT859, Industrial Marketing, has 20 units across 5 modules, over 158 pages of course material. You can read it one unit at a time.
How many credit units is MKT859?
MKT859 carries 3 credit units, at 800 level in Management Sciences.
Is MKT859 hard?
MKT859 is rated intermediate level, with basic mathematical content. It is mostly theoretical and case study work.
How long does MKT859 take to study?
About 65 hours of study, spread across its 20 units.
How is MKT859 assessed?
MKT859 is assessed by Self Assessment Exercises, Tutor Marked Assignments and Final Examination.
What can I do with MKT859?
Sales Manager, Marketing Manager, Business Development Manager, Account Manager and Product Manager.