The Higher Canadian Institute for Business
and Engineering Technology
Quality Assurance Unit
Course Specification
Course Title: Industrial Marketing
Course Code: BADM 212
I. Basic Course Information
Program(s) on which the course is given:Business Administration
Core or elective element of program: Elective
Department offering the course:Business Administration
Academic level:Second Year
Semester in which course is offered:Fall
Course pre-requisite(s): BADM 106
Credit Hours: 3.0
Contact Hours Through:
Lecture
3.0
Tutorial*
2.0
Practical*
0.0
Total
5.0
Approval date of course specification: September 2013
II. Overall Aims of Course
It provides a foundation of business-to-business marketing concepts. It focuses on
managerial decision making in the areas of business marketing environment .It also
focuses on topics such as: planning, research, product, pricing, and promotion and
distribution strategies.
III. Program ILOs covered by course
Program Intended Learning Outcomes (By Code)
Knowledge &
Intellectual Skills
Professional Skills
Understanding
K4,K10
I9
P2, P16
General
Skills
G6
1
The Higher Canadian Institute for Business
and Engineering Technology
Quality Assurance Unit
Course Specification
IV. Intended Learning Outcomes of Course (ILOs)
a. Knowledge and Understanding
Upon completion of the course, students should be able to:
K.1Explain the concepts of business
K.2Describe the principles of organizational buyer behaviour.
K.3Define segmentation and targeting of markets within the business to business sector.
K.4Demonstrate the importance of teamwork to the ability of business-to-business firms
b. Intellectual/Cognitive Skills
Upon completion of the course, students should be able to:
I.1 Breakdown marketing communications in the business to business sector.
I.2 Match, collate and interpret available information for key decisions the concerning
allocation of resources available to Business to Business marketing managers.
c. Practical/Professional Skills
Upon completion of the course, students should be able to:
P.1 Apply the marketing mix to the business to business marketing sectors
P.2 Develop marketing strategies appropriate for Business to Business
d. General and Transferable Skills
Upon completion of the course, students should be able to:
G.1Practice effective Presentation
G.2Evaluate the performance of Business to Business marketing management.
V. Course MatrixContents
Main Topics / Chapters
The Business Market
Environment
Evaluating Market
2opportunities
Formulating the Marketing
3Mix
Net Teaching Weeks
1-
Duration
(Weeks)
Course ILOs Covered by Topic
(By ILO Code)
K&U
I.S.
P.S.
G.S.
5
K1,K2
I1
P1
G2
4
K2
I2
P1
G2
4
K3,K4
I1
P2
G1,G2
13
VI. Course Weekly Detailed Topics / hours / ILOs
Week
No.
1
2
3
4
5
Sub-Topics
Introduction to Business to Business
Management
How Businesses Organizations buy
How Businesses Organizations buy
Segmentation, Targeting and Positioning
Services for Business Markets
Total
Hours
Contact Hours
Theoretical
Practical
Hours
Hours*
5
3
5
5
5
5
3
3
3
3
2
2
2
2
2
The Higher Canadian Institute for Business
and Engineering Technology
Quality Assurance Unit
Course Specification
6
7
8
9
10
11
12
13
Supply Chain Management
5
Midterm Exam
Managing Distribution Channels
5
Business to Business Marketing
5
Communications
Customer Relationships and key account
5
management
Presentations
5
Revision
3
Final Exam
Total Teaching Hours
55
3
2
3
2
3
2
3
2
3
3
2
33
20
VII. Teaching and Learning Methods
Teaching/Learning
Method
Lectures & Seminars
Tutorials
Computer lab Sessions
Practical lab Work
Reading Materials
Web-site Searches
Research & Reporting
Problem Solving /
Problem-based Learning
Projects
Independent Work
Group Work
Case Studies
Presentations
Simulation Analysis
Course ILOs Covered by Method (By ILO Code)
K&U
K1,K2,K3,K4
Intellectual
Skills
I1,I2,I3
Professional
Skills
General
Skills
G1,G2
P1,P2
P1,P2
P1,P2
K1,K2
P1,P2
K1,K2
P1,P2
G1,G2
Others (Specify):
VIII. Assessment Methods, Schedule and Grade Distribution
Course ILOs
Covered by
Method
(By ILO
K&U
I.S.
P.S.
Code)
G.S.
Midterm
K1,K2
I1,I2
Exam
Final Exam
K3,K4
I1,I2
Quizzes
K1,K2
Assessment
Weight /
Percentage
Week
No.
20%
7
50%
5%
15
3
3
The Higher Canadian Institute for Business
and Engineering Technology
Quality Assurance Unit
Course Specification
Course Work
Report
Writing
Case Study
Analysis
Oral
Presentations
Practical
Group Project
Individual
Project
Others
(Specify):
K1,K2
10%
11
K1,K2,K3,K4
10%
3,5,7,9
5%
11
I1,I2
P1,P2
I1, I2
P1, P2
IX. List of References
Required Text Books
Alan Zimmerman, J. B. Business to Business Marketing
Management: A Global Perspective . New York, USA: Routledge.
2013.
Course notes

Recommended books 
Periodicals, Web sites, 
etc …
X. Facilities required for teaching and learning
List the facilities required
 Data Show
 White board
Course coordinator:Dr.Mohamed El Kaliouby
Head of Department:Dr. Dina Krema
Date: September 2013
4