I. Factors Affecting Consumer I. Factors Affecting Consumer Behavior Behavior II. Types of Buying Decision II. Types of Buying Decision Behavior Behavior III. The Buyer Decision Process III. The Buyer Decision Process IV. The Buyer Decision Process IV. The Buyer Decision Process for New Products for New Products
I. Characteristics of Business I. Characteristics of Business Markets Markets II. Model of Business Buying II. Model of Business Buying Behavior Behavior III. Business Buying Situations III. Business Buying Situations and Process and Process IV. Value Building and Relationship IV. Value Building and Relationship Marketing Marketing V. Internal Marketing V. Internal Marketing
I. The Importance of I. The Importance of information information II. The Marketing Information II. The Marketing Information System III. The Marketing Research III. The Marketing Research Process Process IV. Research Plan Designing IV. Research Plan Designing and Execution and Execution
I. What is a Distribution I. What is a Distribution Channel? Channel? II. Roles of Distribution Channels II. Roles of Distribution Channels III. Designing of Distribution III. Designing of Distribution Channels Channels IV. Distribution Channel IV. Distribution Channel Management Management
I. Personal selling I. Personal selling II. Role of Sales force II. Role of Sales force III. Sales force management III. Sales force management IV. Selling process IV. Selling process V. Customer Relationship V. Customer Relationship Management Management
I. Managing Marketing Efforts I. Managing Marketing Efforts II. Organizing the Marketing II. Organizing the Marketing Department Department III. Four skills needed for III. Four skills needed for effective implementation effective implementation IV. Types of Control IV. Types of Control V. Marketing Control Process V. Marketing Control Process VI. Marketing Audits VI. Marketing Audits
