B2B Marketing and Sales (5 op)
Toteutuksen tunnus: 3041252-3007
Toteutuksen perustiedot
Ilmoittautumisaika
02.08.2024 - 31.08.2024
Ajoitus
12.09.2024 - 12.12.2024
Opintopistemäärä
5 op
Toteutustapa
Lähiopetus
Yksikkö
Tekniikka ja liiketoiminta
Opetuskielet
- Englanti
Paikat
0 - 40
Koulutus
- Liiketalouden koulutus
Opettaja
- Otieno Mbare
Ryhmät
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PLIITS23BOMPLIITS23BOM
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VaihtoS24YrmyVaihtoS24Yrmy
- 12.09.2024 10:00 - 13:00, B2B Marketing and Sales 3041252-3007
- 26.09.2024 10:00 - 13:00, B2B Marketing and Sales 3041252-3007
- 03.10.2024 10:00 - 13:00, B2B Marketing and Sales 3041252-3007
- 10.10.2024 10:00 - 13:00, B2B Marketing and Sales 3041252-3007
- 24.10.2024 10:00 - 13:00, B2B Marketing and Sales 3041252-3007
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. 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.
Opetusmenetelmät
Lectures
Group working
Reading and YouTube
Teams
Workshops
ITS-learning pages
Presentations
Tenttien ajankohdat ja uusintamahdollisuudet
All assignments and tasks are completed and returned in itslearning
Pedagogiset toimintatavat ja kestävä kehitys
Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
Toteutuksen valinnaiset suoritustavat
None
Opiskelijan ajankäyttö ja kuormitus
student workload = 133hrs
Sisällön jaksotus
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
Viestintäkanava ja lisätietoja
More information to be given on the first Lesson.
Arviointiasteikko
H-5
Arviointimenetelmät ja arvioinnin perusteet
The assessment is based on a scale of: 1 - 5
Active participation in team 10%
Individual assignment 40%
Team assignment 50%
Hylätty (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.
Arviointikriteerit, tyydyttävä (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.
Arviointikriteerit, hyvä (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)
Arviointikriteerit, kiitettävä (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.