Innovative Key Account Management



This workshop is designed for entrepreneurs and leaders in middle and executive management as well as young executives in profit and non-profit organizations.


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.


  • Identification of key accounts: customer portfolios, customer lifetime value, and customer selection
  • Key account management strategies: key account selling and team selling
  • Customer loyalty of key accounts: customer relationship management and relationship marketing


Prof. Dr. rer. pol. Barbara Niersbach
Barbara 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.


Short Facts
  • Date(s) and time: 2-day workshop on March 15 – 16, 2019 from 9 am to 5 pm
  • Location: MCI, Universitaetsstrasse 15 or facilities close-by
  • Fee: EUR 720,- excl. VAT / EUR 864,- incl. VAT

Register Now

Victoria Lettenbichler
Victoria Lettenbichler Office Management +43 512 2070 - 2102This email address is being protected from spambots. You need JavaScript enabled to view it.

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