TTA-55076 Strategic Account and Distributor Management, 5 cr
Person responsible
Tommi Mahlamäki
Lessons
| Implementation | Period | Person responsible | Requirements |
| TTA-55076 2019-01 | 3 |
Tommi Mahlamäki |
Assignments, lecture participation and exam. |
Learning Outcomes
After finishing the course students will know the basic principles of strategic account management as well as distributor management. At the end of the course students wil be aware of the basic models and tools of both account and distributor management.
Content
| Content | Core content | Complementary knowledge | Specialist knowledge |
| 1. | Customer relationship management. | Customer orientation, customer relationships, ralationship marketing, customer journey, digital CRM tools. | |
| 2. | Strategic account management. | Selection of strategic accounts, management of strategic accounts. | |
| 3. | Distributor management. | Models and tools of distributor management. Selection, assessment and motivation of distributors. |
Study material
| Type | Name | Author | ISBN | URL | Additional information | Examination material |
| Book | Implementing Key Account Management: Designing Customer-Centric Processes for Mutual Growth | Marcos, Davies, Guesalaga & Holt | 978-0749482756 | Yes |
Prerequisites
| Course | Mandatory/Advisable | Description |
| TTA-11017 Basics of Industrial Management | Mandatory | 1 |
| TTA-52021 B2B-Markkinointi | Mandatory | 1 |
1 . Alternative courses
Correspondence of content
There is no equivalence with any other courses