B2B Marketing and Sales (5 op)

Arviointiasteikko

H-5

Sisällön jaksotus

• Introduction to business to businessmarketing
• Organisation buying behaviour
• Ethical consideration
• Segmentation strategies
• Services for business markets
• Key account management and sales
• Sales promotion, exhibitions and trade fairs

Tavoitteet

Student is able to
- Understand the nature and social dynamics within B2B environment
- Segment B2B markets and design marketing communication tools
- Understand nature of organization buying behavior
- Evaluate key elements in the sales process.

Sisältö

- Segmentation strategies in B2B
- Organizational buying behavior
- Relationship marketing
- Sales forecasting
- The Personal Selling Process and key competence in sales force

Oppimateriaalit

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. B2B Customer Experience : A Practical Guide to Delivering Exceptional CX Authors:Hague, Nick Hague, Paul N.Publication Information:Ed.: 1 Edition. New York, NY : Kogan Page. 201

Opetusmenetelmät

100% online

Tenttien ajankohdat ja uusintamahdollisuudet

All assignments and tasks are done Online

Kansainvälisyys

students study in Small teams using:

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

Opiskelijan ajankäyttö ja kuormitus

student workload = 133hrs

Lisätiedot

More information to be given on the first all-group meeting