B2B Marketing and Sales (5 cr)
Code: 3041252-3008
General information
- Enrollment
-
01.06.2024 - 31.08.2024
Registration for the implementation has ended.
- Timing
-
01.09.2024 - 30.11.2024
Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Unit
- Engineering and Business
- Campus
- Kupittaa Campus
- Teaching languages
- English
- Seats
- 0 - 35
- Degree programmes
- Degree Programme in International Business
- Teachers
- Ajaya Joshi
- Course
- 3041252
Realization has 10 reservations. Total duration of reservations is 20 h 0 min.
| Time | Topic | Location |
|---|---|---|
|
Tue 10.09.2024 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3008 |
LEM_A317
Teoriatila
|
|
Tue 17.09.2024 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3008 |
LEM_A317
Teoriatila
|
|
Tue 24.09.2024 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3008 |
LEM_A317
Teoriatila
|
|
Tue 01.10.2024 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3008 |
LEM_A317
Teoriatila
|
|
Tue 08.10.2024 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3008 |
LEM_A313
Teoriatila
|
|
Tue 22.10.2024 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3008 |
LEM_A317
Teoriatila
|
|
Tue 29.10.2024 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3008 |
LEM_A312
Teoriatila
|
|
Tue 05.11.2024 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3008 |
LEM_A317
Teoriatila
|
|
Tue 12.11.2024 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3008 |
LEM_A317
Teoriatila
|
|
Tue 19.11.2024 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3008 |
LEM_A317
Teoriatila
|
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
Business to Business Marketing Management: A global Perspective
Author: By Jim Blythe, Alan Zimmerman. Pages: 528 Size: 4.52 MB Format: PDF Publisher: Routledge Ltd. Published: 2017
Teaching methods
Face to Face, and in groups
Exam schedules
No exam
International connections
• Students study independently and in small teams using:
• Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
Student workload
133 hrs