Sales management and key account management (5 cr)
Code: MY00CY20-3002
General information
Enrollment
02.01.2019 - 14.01.2019
Timing
28.01.2019 - 26.05.2019
Number of ECTS credits allocated
5 op
Virtual portion
3 op
RDI portion
1 op
Mode of delivery
40 % Contact teaching, 60 % Distance learning
Campus
Kouvola Campus
Teaching languages
- Finnish
Seats
20 - 40
Degree programmes
- Degree Programme in Sales and Marketing
Teachers
- Mari Maunula
- Johanna Harju
Teacher in charge
Mari Maunula
Groups
-
MYKV18KM
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?