Business-to-Business Marketing and Sales (5 cr)
Code: 3011667-3007
General information
- Enrollment
-
01.06.2022 - 18.09.2022
Registration for the implementation has ended.
- Timing
-
06.09.2022 - 20.11.2022
Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Teaching languages
- English
- Degree programmes
- Degree Programme in Business
- Teachers
- Ajaya Joshi
- Otieno Mbare
- Groups
-
PLIITS21marPLIITS21mar
-
Vaihtos22YrmyVaihtos22Yrmy
- Course
- 3011667
realization.id
26483
realization.code
3011667-3007
realization.startDate
06.09.2222
realization.endDate
20.11.2222
realization.enrollmentStart
01.06.2222
realization.enrollmentEnd
18.09.2222
realization.currentStatus
PUBLISHED
Teaching language
en
realization.name
Business-to-Business Marketing and Sales
Content
Yritysasiakkaiden tarpeiden tunnistaminen
Asiakaslähtöinen myyntiprosessi
Asiakkuuksien hallintasuunnitelma
Markkinointitoimenpiteiden suunnittelu ja toteuttaminen
Further information
More information to be given on the first Lesson.
Further information
More information to be given on the first Lesson.
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
Evaluation methods and criteria
The assessment is based on a scale of: 1 - 5
Active participation in team 10%
Individual assignment 40%
Team assignment 50%
Exam schedules
All assignments and tasks are completed and returned in itslearning
Completion alternatives
None
Evaluation scale
H-5
Student workload
student workload = 133hrs
Teaching methods
Lectures
Group working
Reading and YouTube
Teams
Workshops
ITS-learning pages
Presentations
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.
realization.grade0Description
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.
realization.grade1Description
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.
realization.grade3Description
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)
realization.grade5Description
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.
International connections
Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
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
realization.isTypeOther
boolean
realization.composite
boolean
Number of ECTS credits allocated
5
realization.minCredits
5
realization.maxCredits
5
courseUnit.toTranslate
boolean
courseUnit.languageValidated
boolean
courseUnit.toContentValidation
boolean
courseUnit.contentValidated
boolean
courseUnit.externalId
3011667
courseUnit.type
COURSE_UNIT
courseUnit.state
ACTIVE
courseUnit.educationPay
boolean
courseUnit.minOptionalityCredits
5
courseUnit.maxOptionalityCredits
5
courseUnit.modifiedBy
22547
courseUnit.organization
peppi
courseUnit.thesisBelongs
boolean