Sales management and key account management (5 cr)
Code: LT00CY46-3006
General information
- Enrollment
- 12.04.2021 - 25.04.2021
- Registration for the implementation has ended.
- Timing
- 23.08.2021 - 17.10.2021
- Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 0 cr
- Virtual portion
- 5 cr
- Mode of delivery
- Distance learning
- Unit
- Liiketalouden koulutusyksikkö, Mikkeli (vanhennettu)
- Campus
- Ecampus
- Teaching languages
- Finnish
- Seats
- 20 - 60
- Degree programmes
- Degree Programme in Business Management
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
Students can
-work as a member of sales organization and promote teams’ goal-oriented operation.
-analyse, evaluate and develop customerships taking into account the profitability of customers
-plan and evaluate sales operations and monitor the profitability of selling
Course material
Learnin alustalla oleva materiaali ja alustalla ilmoitettu kirjallisuus.
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