B2B Marketing and SalesLaajuus (5 cr)
Code: 3041252
Credits
5 op
Objective
Student is able to
- Understand the nature and social dynamics within B2B environment
- Segment B2B markets and design marketing communication tools
- Understand nature of organization buying behavior
- Evaluate key elements in the sales process.
Content
- Segmentation strategies in B2B
- Organizational buying behavior
- Relationship marketing
- Sales forecasting
- The Personal Selling Process and key competence in sales force
Enrollment
02.08.2024 - 31.08.2024
Timing
12.09.2024 - 12.12.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Teaching languages
- English
Seats
0 - 40
Degree programmes
- Degree Programme in Business
Teachers
- Otieno Mbare
Groups
-
PLIITS23BOM
-
VaihtoS24Yrmy
Objective
Student is able to
- Understand the nature and social dynamics within B2B environment
- Segment B2B markets and design marketing communication tools
- Understand nature of organization buying behavior
- Evaluate key elements in the sales process.
Content
- Segmentation strategies in B2B
- Organizational buying behavior
- Relationship marketing
- Sales forecasting
- The Personal Selling Process and key competence in sales force
Materials
1. Business to Business Marketing Management
Author: By Jim Blythe, Alan Zimmerman. Pages: 528 Size: 4.52 MB Format: PDF Publisher: Routledge Ltd. Published: 12 April, 2013 eISBN-13: 9780203067581
2. Stephen P. Castleberry and John F. Tanner: Selling – Building Partnerships (4th Edition, 2014); Mc Graw Hill Education New York
3. David Jobber and Geoff Lancaster:Selling and Sales Management (10th Edition, 2015); Pearson Education ltd, Harlow, UK
4. Other readings and materials given during the course.
Teaching methods
Lectures
Group working
Reading and YouTube
Teams
Workshops
ITS-learning pages
Presentations
Exam schedules
All assignments and tasks are completed and returned in itslearning
International connections
Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
Completion alternatives
None
Student workload
student workload = 133hrs
Content scheduling
Objectives and goals:
- Understand segmentation strategies in B2B
- Complexities in organizational buying behavior
- Relationship marketing
- The Personal Selling Process and key competence in sales force
- To know the reason why sales forecasting is so important to organisations
Further information
More information to be given on the first Lesson.
Evaluation scale
H-5
Assessment methods and criteria
The assessment is based on a scale of: 1 - 5
Active participation in team 10%
Individual assignment 40%
Team assignment 50%
Assessment criteria, fail (0)
The work does not reach the standard level of the course. There is no evidence of further reading or considered thought about the subject matter neither clear demonstration of familiarity with the various B2B marketing concepts.
Assessment criteria, satisfactory (1-2)
There is knowledge of core B2B marketing material and concepts but the knowledge and the processing of knowledge is weak or limited. There is only little evidence of wider reading.
Assessment criteria, good (3-4)
The work is reasonably competent, though there may be some weaknesses. Knowledge of various B2B marketing concepts is adequate and while there is evidence of reading beyond the class, it's patchy or not broad (3).
Reasoning; depth and breadth of reading (4)
Assessment criteria, excellent (5)
The work is well developed beyond that given; demonstrates sound conceptual knowledge in B2B marketing and
The work reflect very high conceptual standard and demonstrate knowledge in B2B concepts and autonomous development of reasoning processing well beyond that given in class. There is clear evidence of depth and breadth in reading.
Enrollment
01.06.2024 - 31.08.2024
Timing
01.09.2024 - 30.11.2024
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Kupittaa Campus
Teaching languages
- English
Seats
0 - 35
Degree programmes
Teachers
- Ajaya Joshi
Groups
-
PBUADS23
Objective
Student is able to
- Understand the nature and social dynamics within B2B environment
- Segment B2B markets and design marketing communication tools
- Understand nature of organization buying behavior
- Evaluate key elements in the sales process.
Content
- Segmentation strategies in B2B
- Organizational buying behavior
- Relationship marketing
- Sales forecasting
- The Personal Selling Process and key competence in sales force
Materials
Business to Business Marketing Management: A global Perspective
Author: By Jim Blythe, Alan Zimmerman. Pages: 528 Size: 4.52 MB Format: PDF Publisher: Routledge Ltd. Published: 2017
Teaching methods
Face to Face, and in groups
Exam schedules
No exam
International connections
• Students study independently and in small teams using:
• Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
Student workload
133 hrs
Content scheduling
• Introduction to business to businessmarketing
• Organisation buying behaviour
• Ethical consideration
• Segmentation strategies
• Services for business markets
• Key account management and sales
• Sales promotion, exhibitions and trade fairs
Evaluation scale
H-5
Assessment methods and criteria
The assessment is based on a scale of: 1 - 5
Active participation in team 10%
Individual assignment 40%
Team assignment 50%
Assessment criteria, fail (0)
The work does not reach the standard level of the course. There is no evidence of further reading or considered thought about the subject matter neither clear demonstration of familiarity with the various B2B marketing concepts.
Assessment criteria, satisfactory (1-2)
There is knowledge of core B2B marketing material and concepts but the knowledge and the processing of knowledge is weak or limited. There is only little evidence of wider reading.
Assessment criteria, good (3-4)
The work is reasonably competent, though there may be some weaknesses. Knowledge of various B2B marketing concepts is adequate and while there is evidence of reading beyond the class, it's patchy or not broad (3).
The work is well developed beyond that given; demonstrates sound conceptual knowledge in B2B marketing and reasoning; depth and breadth of reading (4)
Assessment criteria, excellent (5)
5: The work reflects very high conceptual standard and demonstrate knowledge in B2B concepts and autonomous development of reasoning processing well beyond that given in class. There is clear evidence of depth and breadth in reading.
Enrollment
01.06.2023 - 14.09.2023
Timing
04.09.2023 - 31.12.2023
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Unit
Engineering and Business
Campus
Lemminkäisenkatu
Teaching languages
- English
Degree programmes
- Degree Programme in Business
Teachers
- Otieno Mbare
Groups
-
VaihtoS23YrmyVaihtoS23Yrmy
-
PLIITS22BOMPLIITS22BOM
Objective
Student is able to
- Understand the nature and social dynamics within B2B environment
- Segment B2B markets and design marketing communication tools
- Understand nature of organization buying behavior
- Evaluate key elements in the sales process.
Content
- Segmentation strategies in B2B
- Organizational buying behavior
- Relationship marketing
- Sales forecasting
- The Personal Selling Process and key competence in sales force
Materials
1. Business to Business Marketing Management
Author: By Jim Blythe, Alan Zimmerman. Pages: 528 Size: 4.52 MB Format: PDF Publisher: Routledge Ltd. Published: 12 April, 2013 eISBN-13: 9780203067581
2. Stephen P. Castleberry and John F. Tanner: Selling – Building Partnerships (4th Edition, 2014); Mc Graw Hill Education New York
3. David Jobber and Geoff Lancaster:Selling and Sales Management (10th Edition, 2015); Pearson Education ltd, Harlow, UK
4. Other readings and materials given during the course.
Teaching methods
Lectures
Group working
Reading and YouTube
Teams
Workshops
ITS-learning pages
Presentations
Exam schedules
All assignments and tasks are completed and returned in itslearning
International connections
Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
Completion alternatives
None
Student workload
student workload = 133hrs
Content scheduling
Objectives and goals:
- Understand segmentation strategies in B2B
- Complexities in organizational buying behavior
- Relationship marketing
- The Personal Selling Process and key competence in sales force
- To know the reason why sales forecasting is so important to organisations
Further information
More information to be given on the first Lesson.
Evaluation scale
H-5
Assessment methods and criteria
The assessment is based on a scale of: 1 - 5
Active participation in team 10%
Individual assignment 40%
Team assignment 50%
Assessment criteria, fail (0)
The work does not reach the standard level of the course. There is no evidence of further reading or considered thought about the subject matter neither clear demonstration of familiarity with the various B2B marketing concepts.
Assessment criteria, satisfactory (1-2)
There is knowledge of core B2B marketing material and concepts but the knowledge and the processing of knowledge is weak or limited. There is only little evidence of wider reading.
Assessment criteria, good (3-4)
The work is reasonably competent, though there may be some weaknesses. Knowledge of various B2B marketing concepts is adequate and while there is evidence of reading beyond the class, it's patchy or not broad (3).
Reasoning; depth and breadth of reading (4)
Assessment criteria, excellent (5)
The work is well developed beyond that given; demonstrates sound conceptual knowledge in B2B marketing and
The work reflect very high conceptual standard and demonstrate knowledge in B2B concepts and autonomous development of reasoning processing well beyond that given in class. There is clear evidence of depth and breadth in reading.
Enrollment
01.12.2022 - 10.03.2023
Timing
09.03.2023 - 31.07.2023
Number of ECTS credits allocated
5 op
Virtual portion
5 op
Mode of delivery
Distance learning
Campus
Location-independent
Teaching languages
- English
Degree programmes
Teachers
- Ajaya Joshi
- Otieno Mbare
Groups
-
PINBOS21
Objective
Student is able to
- Understand the nature and social dynamics within B2B environment
- Segment B2B markets and design marketing communication tools
- Understand nature of organization buying behavior
- Evaluate key elements in the sales process.
Content
- Segmentation strategies in B2B
- Organizational buying behavior
- Relationship marketing
- Sales forecasting
- The Personal Selling Process and key competence in sales force
Materials
1. Business to Business Marketing Management
Author: By Jim Blythe, Alan Zimmerman. Pages: 528 Size: 4.52 MB Format: PDF Publisher: Routledge Ltd. Published: 12 April, 2013 eISBN-13: 9780203067581
2. B2B Customer Experience : A Practical Guide to Delivering Exceptional CX Authors:Hague, Nick Hague, Paul N.Publication Information:Ed.: 1 Edition. New York, NY : Kogan Page. 201
Teaching methods
100% online
Exam schedules
All assignments and tasks are done Online
International connections
students study in Small teams using:
Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
Student workload
student workload = 133hrs
Content scheduling
• Introduction to business to businessmarketing
• Organisation buying behaviour
• Ethical consideration
• Segmentation strategies
• Services for business markets
• Key account management and sales
• Sales promotion, exhibitions and trade fairs
Further information
More information to be given on the first all-group meeting
Evaluation scale
H-5
Assessment methods and criteria
The assessment is based on a scale of: 1 - 5
Active participation in team 10%
Individual assignment 40%
Team assignment 50%
Assessment criteria, fail (0)
The work does not reach the standard level of the course. There is no evidence of further reading or considered thought about the subject matter neither clear demonstration of familiarity with the various B2B marketing concepts.
Assessment criteria, satisfactory (1-2)
There is knowledge of core B2B marketing material and concepts but the knowledge and the processing of knowledge is weak or limited. There is only little evidence of wider reading.
Assessment criteria, good (3-4)
The work is reasonably competent, though there may be some weaknesses. Knowledge of various B2B marketing concepts is adequate and while there is evidence of reading beyond the class, it's patchy or not broad (3).
The work is well developed beyond that given; demonstrates sound conceptual knowledge in B2B marketing and reasoning; depth and breadth of reading (4)
Assessment criteria, excellent (5)
The work reflect very high conceptual standard and demonstrate knowledge in B2B concepts and autonomous development of reasoning processing well beyond that given in class. There is clear evidence of depth and breadth in reading
Enrollment
01.12.2021 - 28.03.2022
Timing
21.03.2022 - 19.06.2022
Number of ECTS credits allocated
5 op
Virtual portion
5 op
Mode of delivery
Distance learning
Campus
Location-independent
Teaching languages
- English
Degree programmes
Teachers
- Ajaya Joshi
- Otieno Mbare
Groups
-
PINBOS20
Objective
Student is able to
- Understand the nature and social dynamics within B2B environment
- Segment B2B markets and design marketing communication tools
- Understand nature of organization buying behavior
- Evaluate key elements in the sales process.
Content
- Segmentation strategies in B2B
- Organizational buying behavior
- Relationship marketing
- Sales forecasting
- The Personal Selling Process and key competence in sales force
Materials
1. Business to Business Marketing Management
Author: By Jim Blythe, Alan Zimmerman. Pages: 528 Size: 4.52 MB Format: PDF Publisher: Routledge Ltd. Published: 12 April, 2013 eISBN-13: 9780203067581
2. B2B Customer Experience : A Practical Guide to Delivering Exceptional CX Authors:Hague, Nick Hague, Paul N.Publication Information:Ed.: 1 Edition. New York, NY : Kogan Page. 201
Teaching methods
100% Online
e-learning tools, discussions, team work, and presentations
Exam schedules
All assignments and tasks are done Online
International connections
students study in Small teams using:
Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
Student workload
student workload = 133hrs
Content scheduling
• Introduction to business to businessmarketing
• Organisation buying behaviour
• Ethical consideration
• Segmentation strategies
• Services for business markets
• Key account management and sales
• Sales promotion, exhibitions and trade fairs
Further information
More information to be given on the first all-group meeting.
Evaluation scale
H-5
Assessment methods and criteria
The assessment is based on a scale of: 1 - 5
Active participation in team 10%
Individual assignment 40%
Team assignment 50%
Assessment criteria, fail (0)
The work does not reach the standard level of the course. There is no evidence of further reading or considered thought about the subject matter neither clear demonstration of familiarity with the various B2B marketing concepts.
Assessment criteria, satisfactory (1-2)
There is knowledge of core B2B marketing material and concepts but the knowledge and the processing of knowledge is weak or limited. There is only little evidence of wider reading.
Assessment criteria, good (3-4)
The work is reasonably competent, though there may be some weaknesses. Knowledge of various B2B marketing concepts is adequate and while there is evidence of reading beyond the class, it's patchy or not broad (3).
The work is well developed beyond that given; demonstrates sound conceptual knowledge in B2B marketing and reasoning; depth and breadth of reading (4)
Assessment criteria, excellent (5)
The work reflect very high conceptual standard and demonstrate knowledge in B2B concepts and autonomous development of reasoning processing well beyond that given in class. There is clear evidence of depth and breadth in reading.