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Sales management and key account management (5 cr)

Code: LT00EB11-3001

General information


Enrolment

06.04.2022 - 22.04.2022

Timing

29.08.2022 - 30.10.2022

Credits

5 op

Virtual proportion (cr)

5 op

Mode of delivery

Distance learning

Teaching languages

  • Finnish

Seats

20 - 60

Degree programmes

  • Degree Programme in Business Management

Teachers

  • Marika Vartiainen
  • Mia Silvenius

Responsible person

Mia Silvenius

Student groups

  • LTMI20SM
    Business Management, part-time studies

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 scale

1-5