Around 60-80% of the trade globally is conducted on business-to-business markets, that is to say is made between firms and organizations.
By taking this course you will gain basic insights about sales, purchasing and pricing management in a business-to-business context. Special emphasis is put on initiating and developing business relationships, while adopting a value focus in sales, purchasing and pricing.
After completing the course, you will be able to:
• identify and explain the central concepts business relationships and value in a business-to-business (B2B) context
• describe the characteristics of the central concept value as an orientation in B2B sales, purchasing and pricing management
• identify and analyze sales, purchasing and pricing challenges for companies operating in an environment of B2B relationships
• apply and analyze the theoretical concepts value sales management, purchasing management, value-based pricing, and value creation on practical cases. In so doing, you can use theoretical arguments and models that are related to the concept and apply these to practical cases.
By taking this course you will gain basic insights about sales, purchasing and pricing management in a business-to-business context. Special emphasis is put on initiating and developing business relationships, while adopting a value focus in sales, purchasing and pricing.
After completing the course, you will be able to:
• identify and explain the central concepts business relationships and value in a business-to-business (B2B) context
• describe the characteristics of the central concept value as an orientation in B2B sales, purchasing and pricing management
• identify and analyze sales, purchasing and pricing challenges for companies operating in an environment of B2B relationships
• apply and analyze the theoretical concepts value sales management, purchasing management, value-based pricing, and value creation on practical cases. In so doing, you can use theoretical arguments and models that are related to the concept and apply these to practical cases.
- Teacher: Mekhail Mustak
- Teacher: Anne Rindell
- Teacher: Sonja Sarasvuo
- Teacher: Kaj Storbacka