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B2B Marketing and Sales (5 cr)

Code: 3041252-3013

General information


Enrollment
02.06.2025 - 31.08.2025
Registration for the implementation has begun.
Timing
01.09.2025 - 31.12.2025
The implementation has not yet started.
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
25 - 40
Degree programmes
Degree Programme in Business Administration
Teachers
Ajaya Joshi
Course
3041252

Realization has 11 reservations. Total duration of reservations is 22 h 0 min.

Time Topic Location
Tue 02.09.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Tue 09.09.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Tue 16.09.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Tue 23.09.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Tue 30.09.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Tue 07.10.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Tue 21.10.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Tue 28.10.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Tue 04.11.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Tue 11.11.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Tue 18.11.2025 time 10:00 - 12:00
(2 h 0 min)
B2B Marketing and Sales 3041252-3013
LEM_A317 Oppimistila
Changes to reservations may be possible.

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

In class lectures, groups work, flip learning

Exam schedules

Quiz and no exam

Pedagogic approaches and sustainable development

• Students study independently and in small teams using:
• Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative

Completion alternatives

See Itslearning

Student workload

133 hrs

Evaluation methods and criteria

The assessment is based on a scale of: 1 - 5

Attendance = 1 pts (75 % compulsory attend.)

3 Group Assignments (2 pts/assignment) = 6pts

3 Group presentations (1 pt/presentation) =3pts

1 quiz = 2 pts


Less than 5 pts= Fail

6 pts = 1

7 pts = 2

8 pts= 3

9 –10pts =4

11-12pts = 5

Failed (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.

Assessment criteria, satisfactory (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.

Assessment criteria, good (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).

The work is well developed beyond that given; demonstrates sound conceptual knowledge in B2B marketing and reasoning; depth and breadth of reading

Assessment criteria, excellent (5)

The work reflects 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.

Further information

See Itslearning

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