Sales management and key account management (5 cr)
Code: MY00CY20-3002
General information
- Enrollment
- 02.01.2019 - 14.01.2019
- Registration for the implementation has ended.
- Timing
- 28.01.2019 - 26.05.2019
- Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 2 cr
- Virtual portion
- 3 cr
- RDI portion
- 1 cr
- Mode of delivery
- Blended learning
- Unit
- Liiketalouden koulutusyksikkö, Kouvola (vanhennettu)
- Campus
- Kouvola Campus
- Teaching languages
- Finnish
- Seats
- 20 - 40
- Degree programmes
- Degree Programme in Sales and Marketing
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 B2B sales process?
How are a company’s sales operations managed (planned, guided and monitored)?
How is sales profitability monitored and measured?
Evaluation
c) You can work as a member of sales organization and promote teams’ goal-oriented operation.
d) You can analyse, evaluate and develop customerships taking into account the profitability of customers
e) You can plan and evaluate sales operations and monitor the profitability of selling
Qualifications
Asiakaslähtöinen markkinointi 5 op