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Key Account Management

Short Overview
The program aims at helping participants understand the notion of Key Account Management (KAM), its philosophy and its principles. Upon the program completion, participants will categorize their clients according to their strategic importance and will generate a balanced portfolio of key account customers.
Learning Goals
After completing the program, participants will be able to:
  • Categorize their customers according to their strategic value for their company
  • Construct a balanced portfolio of key account customers
  • Establish strong strategic bonds with their key account customers
    Program Value
    Participants acquire all the necessary tools to categorize their customers as key accounts and develop the appropriate strategies and tactics for strong long-term relationships.
    Teaching Material
    Slides and interactive exercises using the elearning platform.
    Evaluation Method And Final Grade Computation
    The evaluation is based on a report written by the trainee and submitted online. For the successful completion of the program, a minimum grade of 50% is required for that report.
    Learning Method Description
    The program uses the eLearning educational method: learning takes place purely asynchronously (that is, on days and hours that serve the trainee, without mandatory attendance at a specific time or day), exclusively remotely (using a special educational platform via the internet from the trainee's area) and using digital educational tools that ensure effective and flexible individual self-learning. The program's training material becomes available at specific time periods, based on the training path followed, and then remains available on the training platform without restrictions throughout the duration of the program.
    Teaching Language
    Application deadline: 15/05/2024
    Program start: 22/05/2024
    Program completion: 21/07/2024
    Scientific area
    Way to follow
    ECTS units: 2
    Hours of asynchronous training: 20
    Includes training hours (indicative) using an asynchronous distance learning (eLearning) platform.
    Additional hours of employment: 40
    Additional hours of work are included (indicative) and may include individual study, writing assignments, participation in field visits, participation in exams, etc.
    Total hours: 60
    The total hours include hours of synchronous and asynchronous training, as well as additional hours of employment.
    Weeks of training: 9
    Weeks in which activities of any kind are planned are included.
    Vocational Education and Training Certificate
    Trainees who successfully complete the program are granted a Vocational Education and Training Certificate of the Center for Education and Lifelong Learning of the Athens University of Economics and Business, which is accompanied by a Supplement to the Certificate, detailing the subject of the program, the thematic units attended by the trainee , as well as the training methodology followed.
    Target Audience
    University graduates and students, Key Account managers, High school graduates with an interest in sales
    Prerequisite Knowledge
    • Basic knowledge of using computers (word processing, spreadsheets, browser, emai)
    • Basic knowledge in Business Administration
    • Ideally, trainees should have completed the programs "Effective Sales Techniques 1: The Professional Salesperson" and "Effective Sales Techniques 2: The Consultant Salesperson", as this program is their continuation.
    Scientific Responsible
    ELEARNING: 290€
    The total amount of tuition is €290 and is paid in two installments. The first installment, of €130, is paid as an advance payment before the start of the courses, to secure a position, and the second, of €160, is paid before the program is half completed. In the event of a discount, the above amounts are reduced proportionally. Especially in the case of a 20% discount, the above amounts are set at €232 (total amount), €130 (first installment - advance payment) and €102 (second installment).
    Trainees are informed of the installment amounts and related deadlines via email upon their acceptance into the program.


    46, Kefallinias Str., 11251, Athens

    • dummy kedivim-opa@aueb.gr

    • dummy+30 210 8203 912

    For the in Class programs:

    • dummydz@aueb.gr

    • dummy+30 210 8203 916, 912, 914

    For the eLearning Programs:

    • dummysecretary@elearning.aueb.gr

    • dummy+30 210 8203 753

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