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Front Page > Archived Education > Business Economics (T-LT) > 2011V > Year 2 > Business to Business Marketing (TLS1401)

Business to Business Marketing

Structure Type: Study unit
Code: TLS1401
Type: Compulsory / Professional Studies
Curriculum: T-LT 2011V
Level: Bachelor of Business Administration
Year of Study: 2 (2012-2013)
Credits: 2 cr
Responsible Teacher: Hellström, Heidi
Language of Instruction: Finnish

Courses During the Academic Year 2012-2013

Impl.Study TimeTeacher(s)LanguageEnrolment
22012-10-29 – 2012-12-21Heidi HellströmFinnish2012-10-08 – 2012-10-29
32013-01-07 – 2013-04-26Paula LundmanFinnish2012-12-07 – 2013-01-07

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%.


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