B2B Marketing and Sales (5 cr)
Code: 3041252-3005
General information
- Enrollment
-
01.12.2022 - 10.03.2023
Registration for the implementation has ended.
- Timing
-
09.03.2023 - 31.07.2023
Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 0 cr
- Virtual portion
- 5 cr
- Mode of delivery
- Distance learning
- Campus
- Location-independent
- Teaching languages
- English
- Degree programmes
- Degree Programme in International Business
- Teachers
- Ajaya Joshi
- Otieno Mbare
- Course
- 3041252
Evaluation scale
H-5
Content scheduling
• 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
Objective
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.
Content
- Segmentation strategies in B2B
- Organizational buying behavior
- Relationship marketing
- Sales forecasting
- The Personal Selling Process and key competence in sales force
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. 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
Teaching methods
100% online
Exam schedules
All assignments and tasks are done Online
International connections
students study in Small teams using:
Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
Student workload
student workload = 133hrs
Further information
More information to be given on the first all-group meeting