Sales management and key account managementLaajuus (5 cr)

Objective

You can analyse, evaluate and develop customerships taking customer profitability into account.
You can work as a member of sales organization and promote the goal-oriented operations of a team .
You can plan and evaluate sales operations and monitor the profitability of selling.

Content

How does the operational and competitive environment affect the management of customerships?
What is Key Account Management, KAM, and how does it benefit the company and the client?
How are key accounts managed in practice?
How is value co-created in B2B sales process?
How are a company’s sales operations managed (planned, guided and monitored)?

Qualifications

Asiakaslähtöinen markkinointi 5 op

Accomplishment methods

Students can
c) work as members of sales organization and promote teams’ goal-oriented operation.
d) analyse, evaluate and develop customerships taking into account the profitability of customers
e) plan and evaluate sales operations and monitor the profitability of selling