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Sales management and key account management (5 cr)

Code: LT00CY46-3007

General information


Enrollment

12.04.2021 - 25.04.2021

Timing

06.09.2021 - 12.12.2021

Number of ECTS credits allocated

5 op

Virtual portion

5 op

Mode of delivery

Distance learning

Campus

Ecampus

Teaching languages

  • Finnish

Seats

20 - 60

Degree programmes

  • Degree Programme in Business Management

Teachers

  • Marika Vartiainen

Groups

  • LTMI19SVB
    Business Management, online studies
  • LTMI19SVA
    Business Management, online studies

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