Högskola och universitet hos Linnéuniversitetet, 7,5 högskolepoäng.
An organization´s key accounts are its lifeblood! This distance study course focus on the long-term investment of resources in customers that can offer an exceptional return on resources. It will provide tools and techniques for achieving profitable key supplier status. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? The course puts forward a straightforward and effective planning methodology. The course take a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. It also cover the latest best practice in the field and also including IT´s role in key account management. All covered from the context of international sales in business. The course is outlined with an individual digital test, two individual cases and one group project.