EXPORT-ORIENTED MANAGEMENT - IMC Fachhochschule Krems

Account Management, Domestic and International Sales and Closing, Intercultural
Negotiation and Cooperation, Applied Research and Training
Course Description
The main topics of the course will be devoted to:
� innovative technology characteristics, process and service products
� decision-making and development process
� identification and selection of innovation
� distribution of innovative products and technologies, marketing
� innovation management
� offer design and sales management
� design condition (Rebates, Bundling)
� integration customer innovation
� open innovation
� competitive intelligence
� creativity techniques
Literature
Maital, S. & Seshadri, D.V.R. (2007). Innovation Management: Strategies, Concepts and
Tools for Growth and Profit. Sage.
Teaching Methods
This course is part of the Key Account module, and integrates theoretical and practical
elements.
Evaluation
Case work and oral examination.
Budgeting and Performance Management
Semester Hours per week ECTS
Spring 2 3
Learning Outcomes / Course Objectives
Upon successful completion of the course students will be able to:
� Implement and utilise management tools
� Evaluate and develop customer stock
� Plan and implement account portfolio strategies
� Assess and develop client and customer base
� Manage the sales team
� Prepare and implement the budget
� Develop and implement controlling structures including key performance
indicators, marketing metrics and early warning systems
Prerequisites/Level
Marketing Planning and Budgeting, Project Management, Consumer Behaviour, Market
Intelligence and Marketing Metrics, Integrated Marketing Communication I and II,
Business Partner Analysis, Individual and Group Negotiation, Legal Regulations for
Marketing and Sales, Leadership and Human Resources, CSR and Business Ethics,
Account Management, Domestic and International Sales and Closing, Intercultural
Negotiation and Cooperation, Applied Research and Training
Course Description
The main topics of the course will be devoted to:
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