A guest for the Key Account Management course: Mr. Iztok Klančnik
On Wednesday, 6 June 2018, the Key Account Management graduate elective course (led by Prof. Dr. Barbara Čater) received a lecture from a guest from the business world, Mr. Iztok Klančnik, CEO at Selectium Adriatics.
The guest started by presenting Internet developments as well as digitalisation that have significant effects on the company’s market growth. He explained how the company organises its key account management, what its key account managers do, which skills such managers are required to have and how they are remunerated for their work. After presenting the criteria for selecting key accounts, the guest exemplified a plan for conducting business with a key account. At the end of the lecture, he emphasised the importance of confidence in relations with key accounts.
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