B2B Marketing and Sales
7.5 credits cr.
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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.
The course workload (model: 40 hours per week equivalent to 1,5 ECTS) is allocated as follows:
Teacher-led lectures: 12 hours
Teacher-led seminars: 9 hours
Group work: 39 hours
Self-studies: 110 hours
Assessment: 30 hours
Total workload: 200 hours equivalent to 7,5 ECTS.
The language of instruction is English
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.
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.
Course literatureNote that the course literature can be changed up to two months before the start of the course.