TTA-55076 Strategic Account and Distributor Management, 5 cr

Person responsible

Tommi Mahlamäki


Implementation Period Person responsible Requirements
TTA-55076 2018-01 3 Tommi Mahlamäki
Assignments, lecture participation and exam.

Learning Outcomes

After finishing the course students will know the basic principles of strategic account management as well as distributor management. At the end of teh course students wil be aware of the basic models and tools of both account and distributor management.


Content Core content Complementary knowledge Specialist knowledge
1. Customer relationship management.  Customer orientation, customer relationships, ralationship marketing, customer journey, digital CRM tools.   
2. Strategic account management  Selection of strategic accounts, management of strategic accounts.   
3. Distributor management  Models and tools of distributor management. Selection, assessment and motivation of distributors.    

Study material

Type Name Author ISBN URL Additional information Examination material
Book   Implementing Key Account Managment   Marcos, Davies, Guesalaga & Holt   978-0749482756       Yes   

Correspondence of content

There is no equivalence with any other courses

Updated by: Mahlamäki Tommi, 25.03.2019