Sales management and key account management (5 cr)
Code: LT00CY46-3002
General information
Enrollment
15.08.2019 - 30.08.2019
Timing
26.08.2019 - 15.12.2019
Number of ECTS credits allocated
5 op
Mode of delivery
Contact teaching
Campus
Mikkeli Campus
Teaching languages
- Finnish
Seats
20 - 40
Degree programmes
- Degree Programme in Business Management
Teachers
- Jarmo Nummela
Teacher in charge
Jarmo Nummela
Groups
-
LTMI17SPA
-
LTMI17SPB
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?
Evaluation scale
1-5
Qualifications
Customer-oriented marketing 5 ECTS credits or equivalent knowledge
Customer insight and customer service 5 ECTS credits or equivalent knowledge