•   Business-to-Business Marketing and Sales 3011667-3005 17.09.2021-03.12.2021  5 credits  (PLIITS20mar) +-
    Competence objectives of study unit
    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
    Content of study unit
    Yritysasiakkaiden tarpeiden tunnistaminen

    Asiakaslähtöinen myyntiprosessi

    Asiakkuuksien hallintasuunnitelma

    Markkinointitoimenpiteiden suunnittelu ja toteuttaminen (not translated)
    Teacher(s) in charge

    Jouko Broman

    Learning material

    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.

    Learning methods

    Lectures
    Groupworking
    Reading and YouTube
    Teams
    Workshops
    ITS-learning pages

    Objects, timing and methods of assessment

    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.

    Teaching language

    Finnish

    Timing

    17.09.2021 - 03.12.2021

    Enrollment date range

    01.06.2021 - 24.09.2021

    Group(s)
    • PLIITS20mar
    Responsible unit

    Liiketalous (not translated)

    Teachers and responsibilities

    Jouko Broman

    Additional information

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

    Degree Programme(s)

    Degree Programme in Business

    Campus

    Kupittaa Campus

    Assessment scale

    H-5

    Alternative methods of attainment for implementation

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

    Exam dates and retake possibilities

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

    Pedagogic approaches

    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.

    Student's schedule and 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

    Assessment criteria
    Failed (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.