•   Sales management and key account management LT00CY46-3009 30.08.2021-31.12.2021  5 credits  (LTKV20KM5) +-
    Learning outcomes of the course
    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
    Prerequisites and co-requisites
    Customer-oriented marketing 5 ECTS credits or equivalent knowledge
    Customer insight and customer service 5 ECTS credits or equivalent knowledge
    Course contents
    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?
    Name of lecturer(s)

    Johanna Harju

    Mode of delivery

    40% Face-to-face, 60% Distance learning

    Language of instruction

    Tuition in Finnish

    Timing

    30.08.2021 - 31.12.2021

    Enrollment date

    12.04.2021 - 25.04.2021

    5 credits

    Group(s)
    • LTKV20KM5
    Seats

    20 - 60

    Unit, in charge

    Liiketalouden koulutusyksikkö, Kouvola (not translated)

    Teacher(s)

    Sara Czabai-Leppänen, Johanna Harju, Katariina Palmu

    Programme(s)

    Degree Programme in Business Management

    Unit location

    Kouvola Campus

    Virtual proportion

    3 credits

    Evaluation scale

    1-5