Sales and Key Account Management
Integrated course, 2.00 ECTS
Special requirements of the food industry sector will be transferred to the sales process. This will facilitate an understanding of the fundamentals of features of industrial purchasing processes. Furthermore, demand analyses and segmentation techniques will be looked at, as well as the Key Account concept and Account Planning.
Recommended or required reading and other learning resources / tools
Literature will be announced at the beginning of the course.
Mode of delivery
Prerequisites and co-requisites
Contents of the Introduction to Business Studies and Economics
Assessment methods and criteria