Study Guide

Objective

Students can analyse and evaluate customerships taking into account the profitability of customers Students can describe the roles of members of sales teams and analyze efficiency of the operations of the team Students can plan and evaluate sales operations and monitor the profitability of selling.

Content

What are the key accounts? How can the customer base be evaluated and segmented? What does Key Account Management, KA mean and how does it benefit the company and the client? How does the digital operational and competitive environment affect the management of customerships? How are key accounts managed in practice? What is the role of the organisation and of the individual in sales management? What are the main sectors and tasks in sales management? How are a company’s sales managed (planned, guided and monitored)?

Evaluation scale

1-5

Qualifications

Knowledge of principles of marketing and customer relationships