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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
Teachers
Marika Vartiainen
Groups
LTMI19SM
Business Management, part-time studies
Course
LT00CY46
No reservations found for realization LT00CY46-3006!

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

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