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MKT/320

Business-to-Business Sales Management

credits

Total credits

weeks

Course length

Take this course on its own, or as part of a degree or certificate program.

Please Note: Attendance and participation are mandatory in all University courses, and specific requirements may differ by course. If attendance requirements are not met, a student may be removed from the course. Please review the Course Attendance Policy in the Catalog for more information.

University of Phoenix reserves the right to modify courses. While widely available, not all programs are available to residents of all states. Please check with a University Enrollment Representative.

Course level: Upper Division

This course provides students with an understanding of the business-to-business selling relationship and the challenges associated with maintaining these relationships. After the completion of this course, students will be able to describe the complexities of business-to-business selling relationships, create presentations to address the variety of audiences in the business-to-business setting, examine legal issues associated with business-to-business selling, and evaluate the ethical considerations of relationship building behavior within a business-to-business sales relationship.

Please Note: Attendance and participation are mandatory in all University courses, and specific requirements may differ by course. If attendance requirements are not met, a student may be removed from the course. Please review the Course Attendance Policy in the Catalog for more information.

University of Phoenix reserves the right to modify courses. While widely available, not all programs are available to residents of all states. Please check with a University Enrollment Representative.

What you'll learn

Course skills and outcomes

  • Differentiate between business-to-business (B2B) and business-to-consumer (B2C) selling.
  • Describe various strategies, methods, and technology used in B2B selling.
  • Evaluate analytics and metrics that are utilized within B2B selling.

  • Assess strategies, processes, and testing programs that can be used to optimize B2B sales.
  • Explain how marketing automation platforms and other technology are used to improve sales performance.
  • Research segmentation strategies that can be used to improve B2B targeting and personalization.

  • Explain essential components of the marketing plan.
  • Evaluate budgeting strategies that can help to improve B2B brand awareness, position products, generate demand, and increase overall return on investment (ROI).
  • Describe key marketing team responsibilities and characteristics, including communication and relationship management.

  • Appraise strategies and technology used to develop effective media relations and marketing channels.
  • Explain methods used to generate demand for products or services and manage leads.
  • Apply tactics used to acquire, convert, and engage prospective clients.
  • Discuss training, support, and loyalty programs that can be used to enable sales teams and retain customers.

  • Determine B2B marketing effectiveness through the evaluation of program metrics and marketing attribution.
  • Revise marketing plans and sales strategies in response to quantitative and qualitative feedback.
  • Develop change management programs to improve ROI.

Why UOPX

Why take courses at University of Phoenix

Accreditation that matters

We’ve been accredited by the Higher Learning Commission (hlcommission.org) for more than 40 years.

Real-world instructors

Learn from instructors who bring an average of 25 years of working experience to the classroom.

Affordable and potentially reimbursable

Our tuition and fees are competitive and fixed. Also, check to see if your employer will cover you for this course.

Next Steps

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Transfer Credits

Credit Transfer

Need to transfer credits to another college or university?

Before you enroll in a course, check with your school of choice to make sure they will accept our transfer credits and to understand any requirements or limitations. Then you can complete your course, and request your official transcript be sent to your school. That’s it!

Transferability of credit is at the discretion of the receiving institution. It is the student’s responsibility to confirm whether or not credits earned at University of Phoenix will be accepted by another institution of the student’s choice. If you have a question contact us at (866) 354-1800.

The University of Phoenix reserves the right to modify courses. Although our continuing teacher education courses are accepted by some state agencies in the United States toward teacher certifications and endorsements, this may not be the case in all states or foreign jurisdictions. If you plan to use courses for certification or endorsement, please check with your own state agency and your school district for applicability. Continuing teacher education courses are not eligible to apply to degree programs at University of Phoenix. These courses are not eligible for federal financial aid. Transferability of credit is at the discretion of the receiving institution. It is the student’s responsibility to confirm whether or not credits earned at University of Phoenix will be accepted by another institution of the student’s choice. While widely available, not all programs are available to residents of all states. Please check with a University Enrollment Representative. If you have a question contact us at (866) 354-1800.