EMBA Sales and Account Management

– managing customer experience

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Are we customer-oriented and do we know our customers and their needs? Is it easy to do business with us? How does our business provide added value to our customers? These are the key questions that every manager must be able to answer. In the EMBA Sales and Account Management programme we approach the topic as a strategic concept and professionally managed procedure. We discuss both business-to-business (B2B) and business-to-consumer (B2C) relationships.

In the EMBA Sales and Account Management programme you will develop your organisation's customer relationships as a whole. At the core of the programme lies sales management, and particularly the perspectives of sales processes and systematics. The programme is taught in Finnish.

Programme contents

Seminar 1: Customer relationship thinking and dynamics of account management
  • Genuine customer orientation as a source of a competitive advantage
  • Account game, simulation of customer relationship thinking
Seminar 2: Customer promise is redeemed in the customer experience
  • Frameworks of customer relationship thinking
  • Customer knowledge and managing customer experiences
Seminar 3: Knocking sales processes and systematics into shape
  • Key themes of sales management
  • Process thinking in sales management

During the programme

you will examine the customer relationships of your organisation. You will focus on what is essential to your organisation; your target can be customer-oriented strategy, account management or sales. The goal is to gain new perspective on these topics. The seminars, teaching materials and supervision of your development assignment will support you in this process.

Programme scope and fee

The programme fee is €3,500 + 24% VAT. The fee includes the seminar teaching, teaching materials and supervision on the assignment as well as the conference packages of the seminars. Accommodation is not included. The fee is due after the start of the training.

The scope of the programme is 6 ECTS credits of AMBA (Association of MBAs), AACSB and BGA-accredited University of Jyväskylä Executive MBA studies. You can also complete the programme as an independent module.

Contact us!

Jyrki Kauppinen, Programme Director
tel. +358 400 248 074