Artesis Plantijn Hogeschool Antwerpen
Management en Communicatie
campus Meistraat
Meistraat 5 - 2000 Antwerpen
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mc@ap.be
Sales & Account Management28248/1695/1920/1/96
Study guide

Sales & Account Management

28248/1695/1920/1/96
Academic year 2019-20
Is found in:
  • Bachelor of Business Management, programme stage 2
    Specialisation:
    • Logistics Management
    Choice option within specialisation:
    • Sales within Marketing
    Choice package:
    • keuzepakket LM
This is a single course unit.
Study load: 3 credits
Co-ordinator: Bauer Evelyn
Languages: English
Scheduled for: Semester 1
This course unit is marked out of 20 (rounded to an integer).
Possible deadlines for learning account: 15.10.2019 ()
Re-sit exam: is possible.
Possibility of tolerance: This course unit is eligible for tolerance according to the criteria as determined by the degree programme you are enrolled in.
Total study time: 75,00 hours

Prerequisites

previously registered for Commercial skills OR to be taken together with Commercial skills OR previously registered for Commercial skills.

Learning outcomes (list)

The student supports purchase and sales management in conformity with the selected marketing strategy
The student develops an understanding of the concepts and importance of 'account management'
The student understands the difference between 'transactional' and 'co-creatiob' management
The student masters the concepts of 'account planning' and CRM techniques
The student is able to work woith these techniques
The student understands the importance of 'key account management' as part of the value chain
The student supports management within the marketing context
The student develops an understanding of the concepts and importance of 'account management'
The student understands the difference between 'transactional' and 'co-creatiob' management
The student masters the concepts of 'account planning' and CRM techniques
The student is able to manage a sales management team
The student understands the importance of 'key account management' as part of the value chain
The student masters sales techniques and is able to conduct a sales pitch
The student is able to manage a sales management team

Study material (list)

Mandatory
  • Author: Regis Lemmens, Bill Donaldson, Javier Marcos

Educational organisation (list)

Learning Activities
Lectures and / or tutorials24,00 hours
Work time outside of contact hours51,00 hours

Evaluation (list)

Evaluation(s) for first exam chance
MomentForm%Remark
Semester 1Knowledge test80,00Schriftelijk/digitaal
Voor dit onderdeel moet de student 60% van de punten halen voor een 10/20
Evaluation(s) for re-sit exam
MomentForm%Remark
2nd examination periodKnowledge test80,00Schriftelijk/digitaalVoor dit onderdeel moet de student 60% van de punten halen voor een 10/20
Evaluation(s) for both exam chances, not reproducible in re-sit exam
MomentForm%Remark
Semester 1Project assignment20,00Het maken van een werkstuk/presentatieProject in groepjes