Study Guide

Objective

Having completed the course, the student is able to
- identify B2B customer needs
- orient oneself with different types of CRM systems
- apply customer oriented thinking in sales processes
- gather und utilize data on customers
- create a basic customer relationship management plan
- plan and implement marketing activities for different customer groups

Materials

Stephen P. Castleberry and John F. Tanner:
Selling – Building Partnerships (4th Edition, 2014); Mc Graw Hill Education New York
David Jobber and Geoff Lancaster:
Selling and Sales Management (10th Edition, 2015); Pearson Education ltd, Harlow, UK
Other readings and materials given during the course.

Teaching methods

Lectures
Groupworking
Reading and YouTube teams
Exam

Exam schedules

To be agreed as we will discuss trhe plan of implementation (TOTSU). However, the exam will take Place as soon as the nessessry reading is done, latest end of November, early December. You will have two additional chances to pass early 2020.

International connections

The objective is to clarify the principles of BtoB marketing and sales as well as give the ability to begin applying the skills. This we should be able to achieve by lecturing, groupworking, discussing the applicable YouTube videos and other materials and having an exam about the basics.

Completion alternatives

None.
Presence at the lectures and groupworking/meetings is required in order to pass the course.

Student workload

Lectures
Litterature
Groupworks: at least "the buying behaviour" and "BtoB Enterprices"
Reading groups and YouTube teams
For all the above each student should reserve and allocate time as follows: 5 points is in average 5x27h workload.

Content scheduling

Objectives and goals:
- to know the structure of the sales process
- ability to apply communication skills in BtoB sales
- ability to use the above skills professionally in different situations
- be prepared to face various types of buying organizations
- ability to build long term BtoB partnerships
- to know the reason why sales forecasting is so important to organisations

Further information

Begin to manage your time. It is your greatest assett in life. Be there when you are required to be there.

Evaluation scale

H-5

Assessment methods and criteria

Both groupworks will be judged separately based on the given materials (Optima) and the groups' presentation. Only those who participate the presentation will pass the course. This means that every member needs to have a part of the results to be orally explained during the presentations. The final exam on the agreed readings and lectures will be separately assessed.

Assessment criteria, fail (0)

Groupworks not done or presented. Final exam not done.

Assessment criteria, satisfactory (1-2)

Groupworks done with haste. Presenting not convincing. Final exam grade 1-2.

Assessment criteria, good (3-4)

Groupworks done carefully and presenting is smooth. Final exam 3-4.

Assessment criteria, excellent (5)

Groupworks done with care and even other sources to study the issue have been included. Presenting the data and results is convincing. Final exam grade between 4 and 5.