Who we look for
This workshop is designed for entrepreneurs and leaders in middle and executive management as well as young executives in profit and non-profit organizations.
What we offer
This workshop provides in-depth knowledge of the central instruments and state-of-the-art methods of key account management. The topics covered include various aspects from the identification of essential key accounts to customer loyalty. Particular focus is placed on the strategic management of key accounts in sales management. You will thus acquire a range of theoretically sound tools for immediate application in your respective profession.
InstructorProf. Dr. rer. pol. Barbara NiersbachBarbara Niersbach is a professor at the Technology & Management Faculty of the Ravensburg-Weingarten University of Applied Sciences, Germany. Her research interests focus on industrial and services marketing.
This workshop forms an integral part of the Sales Management: How to Up Your Sales in the Digital World program offered at MCI. The full content can be counted towards the executive certificate course.