Study Guide

Objective

Student
- is able to describe the role of strategic marketing and sales in business
- understands the importance of leading with data and knowledge
- is able to use different goal setting and motivation methods
- understands the importance of data-monitoring, forecasting and budgeting
- is able to apply Marketing, Sales Management and smarketing
- recognizes different stages of Key Account Management (KAM) and can apply it as part
of Sales and Marketing activities

Content

Content
- Marketing and Sales Management and smarketing
- Engagement funnel
- Recruitment, goal setting and motivation of marketing and sales persons
- Leading with data and knowledge
- Data-monitoring, forecasting and budgeting
- Managing and leading with data and knowledge
- Key Account Management (KAM)