B2B Marketing and Sales (5 cr)
Code: 3041252-3007
General information
- Enrollment
-
01.06.2024 - 11.09.2024
Registration for the implementation has ended.
- Timing
-
12.09.2024 - 12.12.2024
Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Unit
- Engineering and Business
- Teaching languages
- English
- Seats
- 0 - 40
- Degree programmes
- Degree Programme in Business
- Teachers
- Ajaya Joshi
- Otieno Mbare
- Arto Kuuluvainen
- Course
- 3041252
Realization has 9 reservations. Total duration of reservations is 19 h 0 min.
| Time | Topic | Location |
|---|---|---|
|
Wed 11.09.2024 time 12:00 - 14:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3007 |
LEM_A317
Teoriatila
|
|
Wed 18.09.2024 time 08:00 - 10:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3007 |
EDU_1002
Moriaberg Esitystila byod
|
|
Wed 25.09.2024 time 12:00 - 14:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3007 |
EDU_3026_3027
Teoriatila avo byod
|
|
Wed 02.10.2024 time 12:00 - 14:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3007 |
ICT_C1042_Myy
MYY
|
|
Wed 09.10.2024 time 14:00 - 16:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3007 |
LEM_A309
Teoriatila
|
|
Wed 23.10.2024 time 10:00 - 13:00 (3 h 0 min) |
B2B Marketing and Sales 3041252-3007 |
EDU_2006_2007
Teoriatila avo muunto byod
|
|
Wed 30.10.2024 time 08:00 - 10:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3007 |
LEM_A317
Teoriatila
|
|
Wed 06.11.2024 time 12:00 - 14:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3007 |
ICT_C1039_Sigma
SIGMA
|
|
Wed 20.11.2024 time 08:00 - 10:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3007 |
LEM_B164
Tapio muunto
LEM_A308 Teoriatila |
Evaluation scale
H-5
Content scheduling
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
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
- 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.
Teaching methods
Lectures
Teams formation
Group working: in-class group activities
Reading and YouTube
Workshops
ITS-learning pages
Presentations
Exam schedules
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.
International connections
Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
Completion alternatives
None
Student workload
Active onsite studying
student workload = 133hrs
Further information
More information to be given on the first Lesson.
Don't forget to check Itslearning platform.