Sales management and key account managementLaajuus (5 cr)

Objective

You can analyse, evaluate and develop customerships taking into account the profitability of customers
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 the B2B sales process?
How are a company’s sales operations managed (planned, guided and monitored)?
How is sales profitability monitored and measured?

Qualifications

Customer-oriented marketing 5 ECTS credits or equivalent knowledge
Customer insight and customer service 5 ECTS credits or equivalent knowledge

Materials

e-Marketing 5 ECTS credits
Business law 5 ECTS credits

Evaluation

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