INDUSTRIAL MARKETING & SALES
Course Overview
This course focuses on features of marketing mix elements (such as Product, Price, Placement and Promotion) in
the Industrial (Business-to-Business or B2B) market, marketing research on B2B markets and buying behavior. It
enables students to understand the Industrial Sales Process.
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Course Content
 Introduction to Industrial Marketing and Sales.
 Comparing Industrial Marketing and Consumer Marketing.
 Research in Industrial Marketing
 Segmentation, targeting and positioning in Industrial marketing
 Industrial branding. Branding dimensions. Brand architecture.
 Buying behavior in Industrial Marketing
 Marketing communications in Industrial Marketing.
 Pricing in Industrial Marketing
 Distribution in Industrial Marketing Environment
 Industrial Sales Techniques for Corporate Sales Managers
 How to win tenders
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Length of Course
3 Months
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Entry Requirements
Minimum 14 years of Education
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Certification
On successful completion of the Certificate course, students are awarded the
Certificate in Industrial Marketing & Sales from Centre for Distance Learning,
Highly Keen – The HR Institute
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Status of Qualification
Professional career qualifications which prepares students for their first significant post
in the field of Industrial Marketing and Corporate Sales.
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How to apply
Fill the registration form. Attach the copies of your educational documents, National
Identity card and send along with payments to Highly Keen via e-mail OR post mail.
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Course Assessment
Every month we send you an assignment (total 3 assignments in course) which is
normally a scenario or case study based activity which you have to solve and submit
online. Out of total 100% course evaluation your assessment will be done as under;
Assignment # 1: 20%
Assignment # 2: 20%
Assignment # 3: 20%
Final Exam:
40%
Total:
100%
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Centre for Distance Learning (CDL)
Highly Keen – The HR Institute, Building No. 194/1 – Y - Block, DHA Phase III, Lahore, Pakistan
Tel: 0092-42-35742628, Mob: 0092-336-4569011
E-mail: info@highlykeen.com, cdl@highlykeen.com
Centre for Distance Learning (CDL) is a division of Highly Keen – The HR Institute
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