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B2B Marketing and Sales (5 op)

Toteutuksen tunnus: 3041252-3007

Toteutuksen perustiedot


Ilmoittautumisaika
01.06.2024 - 11.09.2024
Ilmoittautuminen toteutukselle on päättynyt.
Ajoitus
12.09.2024 - 12.12.2024
Toteutus on päättynyt.
Opintopistemäärä
5 op
Lähiosuus
5 op
Toteutustapa
Lähiopetus
Yksikkö
Tekniikka ja liiketoiminta
Opetuskielet
englanti
Paikat
0 - 40
Koulutus
Liiketalouden koulutus
Opettajat
Ajaya Joshi
Otieno Mbare
Arto Kuuluvainen
Ryhmät
PLIITS23BOM
PLIITS23BOM
VaihtoS24Yrmy
VaihtoS24Yrmy
Opintojakso
3041252

Toteutuksella on 9 opetustapahtumaa joiden yhteenlaskettu kesto on 19 t 0 min.

Aika Aihe Tila
Ke 11.09.2024 klo 12:00 - 14:00
(2 t 0 min)
B2B Marketing and Sales 3041252-3007
LEM_A317 Oppimistila
Ke 18.09.2024 klo 08:00 - 10:00
(2 t 0 min)
B2B Marketing and Sales 3041252-3007
EDU_1002 Moriaberg Esitystila byod
Ke 25.09.2024 klo 12:00 - 14:00
(2 t 0 min)
B2B Marketing and Sales 3041252-3007
EDU_3026_3027 Oppimistila avo byod
Ke 02.10.2024 klo 12:00 - 14:00
(2 t 0 min)
B2B Marketing and Sales 3041252-3007
ICT_C1042_Myy MYY
Ke 09.10.2024 klo 14:00 - 16:00
(2 t 0 min)
B2B Marketing and Sales 3041252-3007
LEM_A309 Oppimistila BYOD
Ke 23.10.2024 klo 10:00 - 13:00
(3 t 0 min)
B2B Marketing and Sales 3041252-3007
EDU_2006_2007 Oppimistila avo muunto byod
Ke 30.10.2024 klo 08:00 - 10:00
(2 t 0 min)
B2B Marketing and Sales 3041252-3007
LEM_A317 Oppimistila
Ke 06.11.2024 klo 12:00 - 14:00
(2 t 0 min)
B2B Marketing and Sales 3041252-3007
ICT_C1039_Sigma SIGMA
Ke 20.11.2024 klo 08:00 - 10:00
(2 t 0 min)
B2B Marketing and Sales 3041252-3007
LEM_B164 Tapio muunto
LEM_A308 Oppimistila BYOD
Muutokset varauksiin voivat olla mahdollisia.

Arviointiasteikko

H-5

Sisällön jaksotus

Objectives and goals:

Start a familiarization study by learning about B2B.
- 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

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

- Lecture materials and one's own notes
- Podcasts, videos and articles etc.

You can also utilize the following literatures and other online 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.

Opetusmenetelmät

Lectures
Teams formation
Group working: in-class group activities
Reading and YouTube
Workshops
ITS-learning pages
Presentations

Tenttien ajankohdat ja uusintamahdollisuudet

The assessment is based on the completion of the given group work & tests (if any).
Your active participation in class and teams will definitely enhance your grade.

Pedagogiset toimintatavat ja kestävä kehitys

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

Toteutuksen valinnaiset suoritustavat

None

Opiskelijan ajankäyttö ja kuormitus

Active onsite studying
student workload = 133hrs

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)

No indication that the student understood the basic concepts of B2B marketing. The students did not commit to the class. Assignments have not been completed. The course is failed if the group assignment work contains 50% plagiarized work.

Arviointikriteerit, tyydyttävä (1-2)

The student recalls and understands the topics covered in the course (facts and concepts) but does not yet apply them extensively. The student follows instructions but does not generate independent solutions. The submitted assignments match the level generated by AI, and there is no presentation of personal reflection or insights. Text citations are missing, and content generated by AI or copied from elsewhere is presented as one's own writing.

Group report do present results but there is lack of factual foundation, it is superficial and not well argued for. Structure, style and content of returned report is moderate.

Arviointikriteerit, hyvä (3-4)

The student understands the topics of the course and can justify their choices. The student can apply their learned knowledge and skills to solve given tasks. They possess some ability to analyze the information they have learned and can identify cause-and-effect relationships between their conclusions and the theory.

The student works well both independently and in a group and can utilize field-specific knowledge in their studies. There is a lot of insights in the submitted assignment, and the sources used in the outputs have been transparently cited (= proper referencing techniques have been applied).

Group report include results which are well presented, are based on facts and are well argued for. Work shows critical thinking and source materials are well used. Good structure, style, and content of returned report.

Arviointikriteerit, kiitettävä (5)

The student can apply and evaluate the topics of the course as well as their learning. The student's submitted assignment demonstrate their ability to generate their own solutions or insights into the task. The student performs well both independently and in a group, and they can utilize and apply field-specific knowledge in their studies.

Report is high quality content wise. Report contains all the given topics, fact based argumentation and adequate critique of the results presented. Results have a direct link to the theoretical content presented in the course literature and materials. Excellent structure, style, and content of returned report.

Lisätiedot

More information to be given on the first Lesson.
Don't forget to check Itslearning platform.

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