•   Business-to-Business Marketing and Sales 3011667-3007 06.09.2022-20.11.2022  5 credits  (PLIITS21mar, ...) +-
    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

    Ajaya Joshi, Otieno Mbare

    Learning material

    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.

    Learning methods

    Lectures
    Group working
    Reading and YouTube
    Teams
    Workshops
    ITS-learning pages
    Presentations

    Objects, timing and methods of assessment

    The assessment is based on a scale of: 1 - 5
    Active participation in team 10%
    Individual assignment 40%
    Team assignment 50%

    Teaching language

    English

    Timing

    06.09.2022 - 20.11.2022

    Enrollment date range

    01.06.2022 - 18.09.2022

    Group(s)
    • PLIITS21mar
    • Vaihtos22Yrmy
    Responsible unit

    Liiketalous (not translated)

    Teachers and responsibilities

    Ajaya Joshi and Otieno Mbare

    Additional information

    More information to be given on the first Lesson.

    Degree Programme(s)

    Degree Programme in Business

    Campus

    Lemminkäisenkatu

    RDI share

    0.00 credits

    Share of online studies

    0.00 credits

    Assessment scale

    H-5

    Alternative methods of attainment for implementation

    None

    Exam dates and retake possibilities

    All assignments and tasks are completed and returned in itslearning

    Pedagogic approaches

    Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative

    Student's schedule and 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

    Assessment criteria
    Failed (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.