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
Workshops
ITS-learning pages

Exam schedules

To be agreed as we will discuss the plan of implementation (TOTSU).

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 workshops about the basics.

Completion alternatives

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

Student workload

Lectures
Literature
Groupworks: "Global Business Models", "Building Partnering Relations", "Formal Negotiating"
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

Groupworks and workshops will be judged separately based on the given materials (ITS-Learning) and the groups' presentation. Only those who participate the presentation will pass the course. This means that every team member needs to have a part of the results to be orally explained during the presentations and workshops.

Assessment criteria, fail (0)

Groupworks not done or presented. Absence of lectures and workshops.

Assessment criteria, satisfactory (1-2)

Groupworks done with haste. Presenting not convincing. Passive overall participation.

Assessment criteria, good (3-4)

Groupworks done carefully and presenting is smooth. Reasonable participation on presentations and workshops.

Assessment criteria, excellent (5)

Groupworks done with care and even other sources (than the given chapters) to study the issue have been included. Presenting the data and results is convincing. Active and energetic participation on team work, presentations and workshops.