B2B Marketing and Sales

The course will survey the complexities facing any business-to-business marketer in analysing of its corporate clients, their purchasing needs and buying processes.

Students will then gain an in-depth understanding of relationship management, decisional processes, supply chain considerations and e-commerce, among related
topics.  Thus this course will provide both theoretical understanding of and practical skills for the strategic marketing of goods and services in organisational settings.



Teaching Format

The course consists of a combination of lectures, seminars and group work and requires a significant portion of self-study on the part of students. Assessment for the course will be continuous and is carried throughout the different activities of the course.

The course workload comprises 200 hours equivalent to 7,5 ECTS.

The language of instruction is English.

Please note that all teaching and learning activities - such as lectures, seminars, assignments and assessment tasks – are carried out in English when the language of instruction is English.


Assessment

Assessment for the course will be continuous and is carried throughout the different activities of the course.  Each assessment task is weighted in relation to its importance in the overall assessment of the course.  The student’s results from these different assessment tasks are added up to a total course score that will then translate into the final grade for the course.


The schedule will be available no later than one month before the start of the course. We do not recommend print-outs as changes can occur. At the start of the course, your department will advise where you can find your schedule during the course.


Note that the course literature can be changed up to two months before the start of the course.


Course reports are displayed for the three most recent course instances.








Coursecoordinator: coursecoordinator@sbs.su.se
Head of course: Nishant Kumar

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