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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.

  • Course structure

    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

    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.

    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.