Sales management and key account management (5 cr)
Code: LT00EB11-3001
General information
Enrollment
06.04.2022 - 22.04.2022
Timing
29.08.2022 - 30.10.2022
Number of ECTS credits allocated
5 op
Virtual portion
5 op
Mode of delivery
Distance learning
Unit
Liiketalouden koulutusyksikkö
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
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