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MKT46220

Academic Year 2024/2025

Digital B2B: Creating Value (MKT46220)

Subject:
Marketing
College:
Business
School:
Business
Level:
4 (Masters)
Credits:
7.5
Module Coordinator:
Mr Diarmuid Walsh
Trimester:
Spring
Mode of Delivery:
On Campus
Internship Module:
No
How will I be graded?
Letter grades

Curricular information is subject to change.

The course Digital B2B provides a comprehensive exploration of B2B sales strategies, processes, and skills. The course dives into key areas such as sales methodologies, essential sales skills, and how to identify needs and create value. Students will learn best practices for prospecting, conducting discovery calls, and navigating sales funnels. The module also covers go-to-market strategies, sales and marketing alignment, and key issues to be aware of in B2B sales.

About this Module

Learning Outcomes:

You will learn:

Foundations of Sales: Key differences between B2B and B2C, marketing’s role in demand generation, traits needed for success in sales and how B2B companies GTM with a particular focus on technology sales

Sales Processes & Tools: sales process, prospecting techniques, deal management, and frameworks like MEDPIC, Challenger Sales, and BANT.

Core Skills: Active listening, questioning, building trust, and running effective calls (connect, discovery, and closing).

Professional Development: Growth mindset, remote work strategies, mental health tips, and using storytelling for pitches and presentations.

This series of lectures is a comprehensive exploration of sales, blending practical methodologies, mindset development, and strategic tools to empower participants for success in B2B sales roles.

Student Effort Hours:
Student Effort Type Hours
Lectures

24
Autonomous Student Learning

144
Total

168

Approaches to Teaching and Learning:
This course is predominantly lecture-driven alongside student participation

Requirements, Exclusions and Recommendations

Not applicable to this module.


Module Requisites and Incompatibles
Not applicable to this module.
 

Assessment Strategy
Description Timing Component Scale Must Pass Component % of Final Grade In Module Component Repeat Offered
Group Work Assignment: Group Project with presentations in Weeks 10, (Brief One)11, (Brief Two) and 12 (Brief Three) Week 10, Week 11, Week 12 Graded No
60
 No
Quizzes/Short Exercises: 1 Mid term Quiz in Week 7 Week 7 Graded No
40
 No

Carry forward of passed components
Yes
 

Resit In Terminal Exam
Autumn No
Please see Student Jargon Buster for more information about remediation types and timing. 

Feedback Strategy/Strategies

• Group/class feedback, post-assessment

How will my Feedback be Delivered?

Not yet recorded.

Timetabling information is displayed only for guidance purposes, relates to the current Academic Year only and is subject to change.
Spring Exam Offering 1 Week(s) - 26 Fri 10:00 - 11:50
Spring Lecture Offering 1 Week(s) - 32 Thurs 11:30 - 13:50
Spring Lecture Offering 1 Week(s) - 20, 21, 22, 23, 24, 25, 29, 30, 31 Thurs 12:00 - 13:50
Spring Lecture Offering 1 Week(s) - 32 Wed 10:00 - 12:20
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