Key Account Management & Customer Excellence (5 cr)
Code: FEK23ÅAD03-3002
General information
Enrollment
02.12.2025 - 12.01.2026
Timing
01.01.2026 - 30.04.2026
Number of ECTS credits allocated
5 cr
Mode of delivery
Contact teaching
Unit
Faculty of Business
Teaching languages
- Svenska
Degree programmes
- Degree Programme in Business Administration
Teachers
- Kim Friman
Groups
-
FEK23D-ÅTradenom (YH), h23, dagstudier, Åbo
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