Study Guide

Objective

The student:
- is familiar with the key principles of KAM
- understands the principles of developing and building strong relationships and loyalty between companies
- recognizes the potential and benefits of nurturing the existing customer base
- can identify methods and approaches for upselling and cross-selling

Content

- B-2-B
- key principles of KAM
- upselling and cross-selling

Materials

Pls see Moodle

Teaching methods

Lectures
Workshops
Assignments
Simulations
Analysis
Key Account Management Plan for TeamNovia Business Center
Key Learning Note

Employer connections

The student:
- is familiar with the key principles of Key Account Management (KAM)
- understands the principles of developing and building strong relationships and loyalty between companies
- recognizes the benefits and potential of nurturing and enhancing the existing customer base
- can identify methods and approaches for upselling and cross-selling

Exam schedules

Pls see Moodle

Completion alternatives

N/A

Student workload

Pls see Moodle

Evaluation scale

H-5

Assessment methods and criteria

Assignments and workshops – 20% (27h)
Key Account Management Plan – 30% (41h)
Self Studies and Key Learning Note – 50% (67h)

Qualifications

Customer Relation Management