MK9620 - B2B Marketing

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What will I learn on this module?

This module provides the knowledge and skills necessary for you to understand, and pursue a career in, Business to Business Marketing and/or Sales Management. Learning will be via lectures, seminars and independent study.

Within the module, you will cover these main topics:
• The role, extent and importance of B2B Marketing
• Organisational Buyer Behaviour
• Interorganisational relationships & CRM
• Appointing and managing channel intermediaries
• Business services
• Sales and the Organisation / Sales Strategies / the Sales-Marketing interface;
• Market Data, Customer Insight, Objectives and Metrics
• Time & Territory Management
• Prospecting, Qualification & Sales-related Events
• Objection Handling, Negotiation, Finance & Closing Sales
• Influence Strategies and the Ethics of Sales Management
• New Business Sales vs Key Account Management
• Targets, Forecasting, Metrics & Sales Pipeline Management
• Managing and Leading a Sales Team

During the module you will fine-tune your existing Marketing skills and gain a robust understanding of the Sales function. You will critically analyse existing theory and practices, contribute your own ideas, and explore ways to apply this academic knowledge to an authentic commercial context. As a result, on embarking upon your career, you should be a skilled, informed practitioner able to deliver demonstrable value to your business and its stakeholders, and to differentiate yourself positively within a competitive employment market.

How will I learn on this module?

You will be expected to attend lectures and seminars (36 hours’ contact time), and to undertake additional reading, research and preparatory work outside class. The lectures will provide theoretical underpinning and complement materials available to you on the e-learning portal and through other suggested independent study resources such as the reading list. The seminars will help you to explore the themes raised in corresponding lectures and to apply them to a real life context.

Directed study will support the learning achieved in lectures and seminars, facilitating a broader and deeper understanding of B2B Marketing and Sales Management. You will be set a number of exercises to complete, for which individualised feedback will be available from seminar tutors and generic feedback from e-learning portal communications. There will also be review exercises, quizzes, videos and other materials to assist your independent learning.

How will I be supported academically on this module?

A member of academic staff will lead the module. In addition, a team of colleagues will deliver lectures and lead seminars, and your first point of academic contact will be your seminar tutor. The module is supported by an e-learning portal, housing lecture and seminar slides and other materials, exercises and self-study resources. This portal will incorporate a student forum in which you can request advice from your fellow students and give advice to others, to encourage cooperation and collaboration skills.

You will be provided with a list of suggested reading which will encompass book chapters, industry reports and academic journal articles. You are encouraged to access and familiarise yourself with these in order to maintain the currency of your subject knowledge and to stay abreast of changes occurring within industry.

The module assessment consists of a team presentation (supported by Peer Evaluation Forms to ensure equal contribution amongst team mates and reflect any inconsistencies within the mark allocation), and a separate 2,000-word individual assignment.

What will I be expected to read on this module?

All modules at Northumbria include a range of reading materials that students are expected to engage with. The reading list for this module can be found at: http://readinglists.northumbria.ac.uk
(Reading List service online guide for academic staff this containing contact details for the Reading List team – http://library.northumbria.ac.uk/readinglists)

What will I be expected to achieve?

Knowledge & Understanding:
• Comprehensive knowledge and critical evaluation of current B2B Marketing and Sales theories, practices and trends. (MLO1)

• Critical analysis and application of theory into commercial contexts in support of appropriate business solutions. (MLO2)

Intellectual / Professional skills & abilities:
• Make relevant marketing and sales decisions based on effective teamwork and being able to present this effectively. (MLO3)

Personal Values Attributes (Global / Cultural awareness, Ethics, Curiosity) (PVA):
• Critical appreciation of ethically multi-stakeholder value delivery in an international context. (MLO4)

How will I be assessed?

The module assessment consists of two main elements.

A group presentation, using theoretical knowledge applied in a business context to address a commercial brief (30% of module weighting). This component will address MLO1, MLO2, MLO3 and MLO4.


Peer Evaluation is used to ensure marks are allocated commensurate to individual student input.

A 2,000-word individual written assignment comprising several interrelated questions on key themes explored during the module (70% of module weighting). This component will address MLO1, MLO2 and MLO4.

Pre-requisite(s)

None

Co-requisite(s)

None

Module abstract

B2B Marketing is at the heart of any successful commercial operation – even within famous ‘retail’ brands – and this is home to the vast majority of Marketing roles. Any successful business graduate must also be sales-oriented and understand how to market to other organisations, in order to flourish in a competitive employment market. The huge number of Sales Management vacancies available in industry allow graduates to demonstrate their commercial prowess, usually providing attractive pay and benefits and swift career progression to upper management and board level. This module gives you the skills and knowledge not just to compete in this arena, but to gain a competitive advantage over other graduates during the recruitment process and to achieve success thereafter.

What will I learn on this module?

This module provides the knowledge and skills necessary for you to understand, and pursue a career in, Business to Business Marketing and/or Sales Management. Learning will be via lectures, seminars and independent study.

Within the module, you will cover these main topics:
• The role, extent and importance of B2B Marketing
• Organisational Buyer Behaviour
• Interorganisational relationships & CRM
• Appointing and managing channel intermediaries
• Business services
• Sales and the Organisation / Sales Strategies / the Sales-Marketing interface;
• Market Data, Customer Insight, Objectives and Metrics
• Time & Territory Management
• Prospecting, Qualification & Sales-related Events
• Objection Handling, Negotiation, Finance & Closing Sales
• Influence Strategies and the Ethics of Sales Management
• New Business Sales vs Key Account Management
• Targets, Forecasting, Metrics & Sales Pipeline Management
• Managing and Leading a Sales Team

During the module you will fine-tune your existing Marketing skills and gain a robust understanding of the Sales function. You will critically analyse existing theory and practices, contribute your own ideas, and explore ways to apply this academic knowledge to an authentic commercial context. As a result, on embarking upon your career, you should be a skilled, informed practitioner able to deliver demonstrable value to your business and its stakeholders, and to differentiate yourself positively within a competitive employment market.

Course info

UCAS Code N550

Credits 20

Level of Study Undergraduate

Mode of Study 4 Years Full Time

Department Newcastle Business School

Location City Campus, Northumbria University

City Newcastle

Start September 2020

Fee Information

Module Information

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