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Business-to-Business Marketing and Networks

Structure Type: Study unit
Code: TLS1413
Curriculum: LT 2022
Level: Bachelor of Business Administration
Year of Study: 2 (2023-2024)
Semester: Autumn
Credits: 5 cr
Responsible Teacher: Skjäl, Heidi
Language of Instruction: Finnish

Courses During the Academic Year 2023-2024

Impl.Group(s)Study TimeTeacher(s)LanguageEnrolment
3004LT2022-2M2023-08-21 – 2023-12-24Heidi SkjälFinnish2023-08-01 – 2023-09-06

Learning Outcomes

The student understands the special features of business-to-business marketing and the need to change the focus from the manufacture and distribution of products to the creation of long-term value, customer relationships and sales. The student gets the skills to understand the dynamics of B2B sales.

Student's Workload

Total work load: 135 h. Scheduled studies: 40 h. Individual studies: 95 h.
The assesment of student's own learning 1 h is included in contact lessons.

Prerequisites / Recommended Optional Courses

Basics in marketing, Sales Management.

Contents

Special features of B2B marketing and customer segmentation. B2B market means of communication. Case example.

Regional Impact

The course content takes into account the region's businesses in the energy sector, as well as the specific features of international trade.

Internationality

The course content takes into account the region's businesses in the energy sector, as well as the specific features of international trade.

Recommended or Required Reading and Other Learning Resources/Tools

Kenner, K. & Leino S. 2020. Myyntikirja. Menesty uuden ajan B2B myynnissä. Alma Talent

Mode of Delivery / Planned Learning Activities and Teaching Methods

Lectures, assignments, projects and group work.

Assessment Criteria

Assignment:

5: retrieve information systematically from scientific publications in the field
- modify the information for various purposes
- assess the correctness and reliability of the information
- understands the development needs in the field and present development measures
- 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

3: modify and apply acquired information
- assess the correctness of the information
- justify the solutions made when acting in tasks of an expert
- utilize various problem-solving methods independently
- recognize the development needs in the field

1: retrieve and utilize information from various sources
- justify the solutions made when acting in tasks of an expert
- utilize problemsolving methods when given guidance
- find development needs in the field

Assessment Methods

Numerical assessment (0-5).


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