College of Engineering

Document Course Code / Title

Course Outline
MGT2 _ Industrial Marketing Management

Date Effective: Supersedes dated:

November 18, 2017 Supersedes date here (None, if otherwise).

VISION CORE VALUES

A premier educational institution of higher learning, developing globally- G - God-loving

competitive and value-laden professionals and leaders instrumental to E - Excellence
community development and nation building. N - Nationalism
E - Environment Friendly
MISSION R - Responsible
O - Orderliness
As an institution of higher learning, PnC is committed to equip individuals with U - Unity
knowledge, skills and values that will enable them to achieve their S - Service to Others
professional goals and provide leadership and service for national
development. PnC Graduate Attributes
Program name here. Program Educational Objectives 1. Professional Competence
2. Communication Skills
Within the five years after graduation, the graduates of Bachelor of Science in Industrial
3. Analytical and Problem- Solving Skills
Engineering (BSIE) program shall have: 4. Lifelong Learning Skills
5. Interpersonal Skills
1. Pursue a diverse range of careers exhibiting commitment to professional ethics and
6. Productivity
social responsiveness in their professional career. 7. Social and Ethical Responsibility
2. Effectively communicate and perform in diverse environment.
3. Engage in continuous professional development and life-long learning.

Student Outcomes for Bachelor of Science in Industrial Engineering

 An ability to apply knowledge of mathematics, physical and information sciences, and engineering sciences to the practice of industrial
engineering.
 An ability to design and conduct experiments, as well as to analyze and interpret data.
 An ability to design, build, improve, and install systems or processes which are efficient, effective, as well as robust to meet desired
needs within identified constraints.
 An ability to work effectively in multi-cultural teams.
 An ability to recognize, formulate, and solve engineering problems.
 A recognition of professional, social, and ethical responsibility.
 An ability to effectively communicate orally and in writing using the English language.
 An understanding of effects of engineering solutions in comprehensive context.
 An ability to engage in life-long learning and an understanding of the need to keep current of the developments in the specific field of
practice.
 An ability to use the techniques, skills, and engineering tools necessary for engineering and business practice.
 An ability to perform services in the form of analysis, design, preparation of plans, specifications, estimates, and implementation of work
standards, statistical process control system, production planning and materials control system, manufacturing and service facilities,
operations research models for production and operations, and/or information systems

Course Title Prepared by Reviewed by Recommending Approved by

Approval by: Page 1 of 3
Course Title here Faculty name here Course cluster
committee head here. Department Chair here Dean here
Cluster Head Dept. Chair Dean, College here.
COURSE CODE: MGT2

COURSE TITLE: INDUSTRIAL MARKETING MANAGEMENT

COURSE DESCRIPTION: The Industrial Marketing is the science that complements and further develops the
knowledge of students in the subject of marketing taking into account the economic
constraints of the business and its operation conditions while giving students the
possibility to identify opportunities and risks in the industrial enterprise in the case
of industrial markets, suppliers change, identification of appropriate suppliers,
relevance of the themes selected, promotion of industrial products as well as
relations between companies. Upon successful completion of the course students
will be able to: • Integrate the marketing mix elements in the industrial markets. •
Apply strategies of industrial relations between the industrial partners
•Comprehend the purchasing behavior of industrial customers. •Evaluate the
industrial purchasing decisions
SCHEDULE: Saturday / 7:00AM – 10:00AM

FACULTY: MARINCHO B. MONSANTO JR. / marinchojr.monsanto@ph.nestle.com

COURSE OUTCOMES (CO):

On the completion of the course, student is expected to be able to do Student Outcomes

the following: a b c d e f g h i j k
CO1 Application D D D D D D D D D
CO2
CO3
* Level: I- Introduced, R- Reinforced, D- Demonstrated

COURSE OUTLINE AND TIME-FRAME

WEEK TOPIC
1 Discussion of PnC Mission and Vission,
PnC Core Values,
PnC Graduate Attributes,
Program Outcomes, Course Outcomes,
Course Orientation and Policies
2 INTRODUCTION TO INDUSTRIAL MARKETING; Industrial Versus Consumer Marketing; Industrial Marketing Landscape
3 Economics Of Industrial Demand; Classification Of Industrial Customers; Unique Characteristics Of Organizational Procurement
4 Purchasing In Government Units; Conceptualization Of Buying Behaviour; Stages In Buying
5 Uncertainty Management In Industrial Marketing; Purchasing Agents In Industrial Buying; Negotiations In Industrial Buying

6 Prelim Exam
7 Process Of Strategic Planning; Macro & Micro Variables Used To Segment: The Industrial Market; Industrial Marketing Strategy In
8 the Philippines; Managing The Development Of Strategic Planning And Mc Kinsey’s 7-s Framework

9 Understanding Strategy Formulation And Strategy Implementation; Industrial Marketing Strategy Components; Industrial Marketing
10 Strategy In the Philippines; Industrial Marketing Research For New Product Development

11 Channel Participants; Channel Functions & Dual Channels; Choosing The Right Distributor; Distribution & Manufacturers’
Representatives; Purchasing Practices Of Industrial Customers In the Philippines Context
12 Midterm Exam: INDUSTRIAL EXPO – Corporate Invitation, Exhibit & Industrial Sampling
13 Marketing Logistics: Physical Distribution & Customer Services; Marketing Control;
14 Development Of Industrial Sales Force; Motivation Of Sales Force; Effective Use Of Sales Compensation
Price: A Crucial Element In Product Strategy; The Nature Of Derived Demand; Industrial Product Pricing; Segregation Of New
15
Product Costs
16 Pricing In Industrial Marketing
17
18 Final Exam

Course Title Prepared by Reviewed by Recommending Approved by

Approval by: Page 2 of 3
Course Title here Faculty name here Course cluster
committee head here. Department Chair here Dean here
Cluster Head Dept. Chair Dean, College here.
TEXTBOOK:

Textbook here

SUGGESTED READINGS AND REFERENCES:

Books:

Internet Resources:

Videos:

COURSE REQUIREMENTS:

Quizzes
Seatworks and Assignments
Final Exam

GRADING SYSTEM:

CO Assessment Tasks Weight

CO1 Quiz 1 12.5%
Quiz 2 12.5%
Seatwork 1 12.5%
CO2 Quiz 3 12.5%
Assignment 1 12.5%
CO3 Quiz 4 12.5%
Summative Assessment Final Exam 25%
Total 100%

Passing Grade: 70%

COURSE POLICIES:

Class Attendance
As per CHED policy on attendance, a student who misses a maximum of 20% of the total contact hours will be
given a grade of failure due to absences.

Academic Dishonesty – is a deliberate attempt to misrepresent, fabricate or otherwise tamper with data, information,
records, or any other material that is relevant to the student's participation in any course, laboratory, or other academic
exercise or function. These may include but may not be limited to:
a. Falsification, forgery, alteration, unauthorized possession, or misuse of school official documents, records,
or identification, or knowingly furnishing false information to the university or to a university official.
b. Unauthorized accessing of electronic information of the university and securing, soliciting, and holding a
copy of an examination or a portion thereof, that is yet to be administered
c. Plagiarism or copyright infringement

Submission of Course Requirements

Course requirements must be submitted on-time.

Faculty Consultation Hours

The Faculty Consultation/Advising hours schedule is available at the CCS office, and at the CCS bulletin board.

Course Title Prepared by Reviewed by Recommending Approved by

Approval by: Page 3 of 3
Course Title here Faculty name here Course cluster
committee head here. Department Chair here Dean here
Cluster Head Dept. Chair Dean, College here.