| Unit 1 [Book] | |
| Fundamentals of B2B Marketing | VIEW |
| Consumer Market vs Business Market | VIEW |
| Classification of Business Products and Customer | VIEW |
| Elements of B2B offering | VIEW |
| **B2B Marketing mix. | VIEW |
| Strategic Tools for managing Product offerings | VIEW |
| Organizational Buying Behavior: | VIEW |
| Organizational buying process, Buying Situations, Buying grid, Buying Center | VIEW |
| Buyer Seller Relationships, Types | VIEW |
| Managing Relationships with Suppliers, Customers and Distributor | VIEW |
| CRM Process | VIEW |
| Strategic Alliances | VIEW |
| Unit 2 [Book] | |
| Market Communication | VIEW |
| Brand Expression | VIEW |
| Communication Mix. | VIEW |
| Customer Acquisition process | VIEW |
| Relationship Communication | VIEW |
| Sales Responsibilities | VIEW |
| The Relationship Communication process | VIEW |
| Call Preparation | VIEW |
| Selling to Low-priority and High-priority Customers | VIEW |
| Value Selling and Consequences | VIEW |
| Order Fulfilment | VIEW |
| Relationship Building | VIEW |
| Marketing Distribution: Distinctive Nature | VIEW |
| Channel Design | VIEW |
| Managing and Administering Channel Members | VIEW |
| Direct and Indirect Channels | VIEW |
| Supply Chain and Logistics Management | VIEW |
| Unit 3 {Book} | ||
| Pricing & Negotiation: | VIEW | |
| Pricing basics and objectives | VIEW | VIEW |
| Price models and skills, Pricing tactics, Negotiated pricing | VIEW | |
| Price setting in B2B markets | VIEW | |
| 3 C’s of pricing cost, Customer and competition pricing strategy | VIEW | |
| Price positioning | VIEW | |
| Roles of sales force in pricing | VIEW | |
| Bid pricing | VIEW | |
| Internet auctions | VIEW | |
| Ethical aspects of B2B pricing | VIEW | |
| Managing the personal selling function: | VIEW | |
| Personal selling | VIEW | VIEW |
| Industrial Sales force management | VIEW | |
| Sales force selection | VIEW | |
| Sales Training | VIEW | |
| Sales Control and evaluation | VIEW | |
| Unit 4 {Book} | ||
| Service Design: | VIEW | |
| Services vis-à-vis goods | VIEW | |
| Customer Expectations and Perceptions of Services | VIEW | |
| Gaps Model of Service Quality | VIEW | VIEW |
| Service innovation & Design | VIEW | |
| Customer Defined Service Standards | VIEW | |
| Physical Evidence | VIEW | |
| Unit 5 Delivering, Pricing and Managing Service Promise {Book} | |
| Delivering Services: Role of Employees and Customers in service delivery | VIEW |
| Demand and Capacity Management | VIEW |
| Managing Service Promise: | |
| Pricing of Services, Pricing Considerations and Strategies | VIEW |
| Role of Advertising | VIEW |
| Personal Selling | VIEW |
| Sales Promotion | VIEW |
| Publicity and Public Relations | VIEW |
| Service Performance: | VIEW |
| Evaluating Success of Service Offering | VIEW |
| Complaint handling | VIEW |
| Recovery management | VIEW |
| Service Guarantees | VIEW |