Part of the YH programme Account Manager at TUC Yrkeshögskola. This course cannot be applied for on its own. Programme code: ACMD24LIN.
Key Account Management, 20 YH credits, gives you the basics of relationship-based and value-creating sales with a focus on adapting to the customer's business from a KAM perspective. You learn the difference between Key Account Management and traditional sales and gain tools and strategies to develop long-term business relationships and work with key accounts. You practice customer categorization as well as win-win and win-loss analyses to understand why deals succeed or fail. The course is given by TUC Yrkeshögskola within the Key Account Manager program.
Duration: 4 weeks
Location: Linköping
Language: Swedish
Level: Advanced
CSN-eligible
Time commitment: 20 YH credits, distance learning with in-person sessions
The purpose of the course is to give the theoretical and practical foundations of KAM sales.
The course will give the student tools for how to steer and lead collaboration with key accounts, and to work for long-term, profitable and good business relationships.
The aim of the course is to give the student in-depth knowledge of how to lead and develop collaboration with key accounts from a holistic perspective.
The purpose of the course is to give the theoretical and practical foundations of KAM sales.
The course will give the student tools for how to steer and lead collaboration with key accounts, and to work for long-term, profitable and good business relationships.
The aim of the course is to give the student in-depth knowledge of how to lead and develop collaboration with key accounts from a holistic perspective.
What you will learn
What you learn.
You can develop and implement strategies for Key Account Management.
You can build and maintain long-term relationships with key accounts.
You can use analysis tools to understand customers' needs and behaviors.
You can carry out win-win and win-loss analyses.
You understand the difference between Key Account Management and traditional sales.
You can categorize customers based on value and needs.
Curriculum
How the course is built.
Foundations of Key Account Management
Relationship-based and value-creating sales from a KAM perspective.
KAM vs. traditional sales
Differences in approach between KAM and traditional sales.
Customer categorization
Methods for categorizing and prioritizing customers.
Win-win and win-loss analysis
Analysis tools for understanding why deals succeed or fail.
Strategies for key accounts
Developing and working with long-term relationships with key accounts.
Target audience
Who is this for?
The course is aimed at you who want to work as a Key Account Manager or with strategic B2B sales to key accounts.
What "verified" means here
Verified credential.
When you complete the course, TUC Yrkeshögskola issues your certificate. Your name, the course content and the issue date are encrypted and secured on blockchain, so it cannot be changed, and anyone can check that it is genuine.
100% Verifiable certificates Secured on blockchain
