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 |
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Tue 02.09.2025 time 10:00 - 12:00 (2 h 0 min) |
B2B Marketing and Sales 3041252-3013 |
LEM_A317
Oppimistila
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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
|
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