Business to Business Marketing
| Structure Type: | Study unit |
|---|---|
| Code: | TLS1401 |
| Type: | Compulsory / Professional Studies |
| Curriculum: | T-LT 2009 |
| Level: | Bachelor of Business Administration |
| Credits: | 2 cr |
| Responsible Teacher: | Hellström, Heidi |
| Language of Instruction: | Finnish |
Courses
| Impl. | Study Time | Teacher(s) | Language | Enrolment |
|---|---|---|---|---|
| 1 | 2012-01-09 – 2012-04-27 | Paula Lundman | Finnish | 2011-12-07 – 2012-01-15 |
| 2 | 2012-10-29 – 2012-12-21 | Heidi Hellström | Finnish | 2012-10-08 – 2012-10-29 |
Learning Outcomes
The student understands business-to-business marketing and purchase process, especially the characteristics of marketing communication. Student can utilize theoretical approach and has the ability to plan and implement selling activities in companies and organisations.
Student's Workload
Total work load of the course 52 h
- of which scheduled studies 26 h
- of which autonomous studies 26 h
Prerequisites / Recommended Optional Courses
Customer oriented marketing
Contents
The activities of business-to-business marketing, organisational segmentation, kultural differences in B2B and marketing communication, specially trade shows and sales negotiations.
Recommended or Required Reading and Other Learning Resources/Tools
- Rope, T. 2003. Onnistu myynnissä. WS Bookwell Oy.
- Muu luennoitsijan ilmoittama materiaali.
Mode of Delivery / Planned Learning Activities and Teaching Methods
Lectures and assigments
Assessment Criteria
Poster exam:
5: retrieve information systematically from publications in the field
- modify the information for various purposes
- analyse and assess professional issues appearing in practical operations
- justify , giving the theoretical base, for the solutions made when acting in tasks of an expert
- present state of art way
3: modify and apply acquired information
- collect information in the field
- justify the solutions made when acting in tasks of an expert
- utilise various problem-solving methods independently
- recognise the development needs in the field
- present state of art way
1: retrieve and utilise information from various sources
- justify the solutions made when acting in tasks of an expert
- utilise problem-solving methods when given guidance
Assessment Methods
Numerical (0-5). Exam 70%, assignments 30%.