B2B Marketing and Sales (5 cr)
Code: 3041252-3010
General information
- Enrollment
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02.12.2024 - 31.12.2024
Registration for the implementation has ended.
- Timing
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01.01.2025 - 31.05.2025
Implementation is running.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 5 cr
- Mode of delivery
- Contact learning
- Unit
- Engineering and Business
- Campus
- Location-independent
- Teaching languages
- English
- Degree programmes
- Degree Programme in International Business
- Teachers
- Ajaya Joshi
- Otieno Mbare
- Course
- 3041252
Realization has 5 reservations. Total duration of reservations is 7 h 0 min.
| Time | Topic | Location |
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Thu 13.03.2025 time 15:00 - 16:00 (1 h 0 min) |
B2B Marketing and Sales 3041252-3010 |
LEM_A314
Teoriatila
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Thu 13.03.2025 time 15:00 - 16:00 (1 h 0 min) |
B2B Marketing and Sales 3041252-3010 |
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Thu 03.04.2025 time 15:00 - 16:00 (1 h 0 min) |
B2B Marketing and Sales 3041252-3010 |
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Thu 17.04.2025 time 15:00 - 17:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3010 |
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Thu 17.04.2025 time 15:00 - 17:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3010 |
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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
Online implementation, Flip learning, project based and group work
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
Completion alternatives
None
Student workload
student workload = 133hrs
Further information
Iteslarning and more information to be given on the first all-group meeting