Course: Business Development credits: 5

Course code
CIVB22SAL
Name
Business Development
Study year
2026-2027
ECTS credits
5
Language
English
Coordinator
H.C. Kooi
Modes of delivery
  • Tutorial
Assessments
  • Business Development - Other assessment

Learning outcomes

Learning Outcomes
After completing this course the student is able to:

  • apply business development theory in a commercial B-to-B environment
  • distinguish between and adjust to the various roles and interests of the Decision Making Unit
  • build and maintain an effective long-term relationship with the client
  • negotiate a favourable deal for both parties aligned with the strategy of the company

 

Content

Content
In this course, you will learn how to achieve high performance in business development through a combination of knowledge, skill, and discipline. The course combines theory, case studies, and role-play exercises to simulate real-life B-to-B commercial sales situations. You will:

  • understand business development in a commercial B-to-B context
  • apply theoretical insights in practical exercises, including simulations and role-plays
  • gain experience in managing authentic client interactions and negotiation processes
  • develop negotiation and relationship-building skills applicable to a commercial career or other professional contexts

Literature/study materials
See Brightspace or intranet.

Included in programme(s)

School(s)

  • Entrepreneurship, Communication & Marketing
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