Sales management and key account management (5 cr)
Code: LT00EB11-3001
General information
- Enrollment
- 06.04.2022 - 22.04.2022
- Registration for the implementation has ended.
- Timing
- 29.08.2022 - 30.10.2022
- Implementation has ended.
- Number of ECTS credits allocated
- 5 cr
- Local portion
- 0 cr
- Virtual portion
- 5 cr
- Mode of delivery
- Distance learning
- Unit
- Department of Business
- Campus
- Ecampus
- Teaching languages
- Finnish
- Seats
- 20 - 60
- Degree programmes
- Degree Programme in Business Management
- Teachers
- Marika Vartiainen
- Mia Silvenius
- Teacher in charge
- Mia Silvenius
- Groups
-
LTMI20SMBusiness Management, part-time studies
- Course
- LT00EB11
Objective
You can analyse, evaluate and develop customerships taking customer profitability into account.
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)?
Evaluation
Students can
c) work as members of sales organization and promote teams’ goal-oriented operation.
d) analyse, evaluate and develop customerships taking into account the profitability of customers
e) plan and evaluate sales operations and monitor the profitability of selling
Course material
Learnin alustalla oleva materiaali ja alustalla ilmoitettu kirjallisuus.
Study forms and methods
Opintojakson voi suorittaa nopeutetussa aikataulussa itsenäisesti.
RDI and work-related cooperation
Oppimistehtävät ovat työelämälähtöisiä.
Student workload
Opintojakson laajuus on 5 opintopistettä: 1 op = 27 työtuntia eli tämän opintojakson suorittaminen edellyttää noin 135 työtuntia.
Further information
Opintojakso alkaa 29.8.2022, jolloin kurssin alustalle pääsee kirjautumaan.
Opintojakso suoritetaan verkossa (Xamk Learn) ja annettavan aikataulun mukaan.
Opintojakson alustalla on opiskelumateriaali, tehtävät ja pääosa tarvittavista aineistoista.
Tehtävät ovat keskustelutehtäviä, analyysitehtäviä ja kertaustehtäviä.
Opettajat:
Mia Silvenius, mia.silvenius@xamk.fi
Marika Vartiainen, marika.vartiainen@xamk.fi
Evaluation scale
1-5
Qualifications
Asiakaslähtöinen markkinointi 5 op