IN.K.A.M.S. -International Key Account Management & Sales Erasmus Project

Project Title

IN.K.A.M.S. -International Key Account Management & Sales

Project Key Action

This project related with these key action: Cooperation for innovation and the exchange of good practices

Project Action Type

This project related with this action type : Strategic Partnerships for higher education

Project Call Year

This project’s Call Year is 2017

Project Topics

This project is related with these Project Topics: Quality and Relevance of Higher Education in Partner Countries; Enterprise, industry and SMEs (incl. entrepreneurship); Economic and financial affairs (incl. funding issues)

Project Summary

The “IN.K.A.M.S.-International Key Account Management & Sales” project aims to create, test, diffuse and apply a new university learning program based on International Sales & Key Account Management. It is an integrated and permanent European framework that, by changing the methodological paradigm, allows one to develop International Sales & Key Account Management skills, in an innovative and interactive way tailored to the needs of enterprises and individuals.

Competition between brands to conquer markets is, in fact, increasingly fierce, making management of the pact of trust crucial in business relationships between enterprises, service providers and sales networks.
This aspect generates a skills mismatch between supply of curricula of EU Higher Education systems and SME demand for specialized professionals to improve business performance.
The project responds to the following critical issues:
– INTELLECTUAL UNEMPLOYMENT
– LACKING SUPPLY OF DEGREE COURSES ON SALES MANAGEMENT in European Universities and poorly structured curricula
– SPORADIC FORMS OF SYNERGY BETWEEN UNIVERSITIES AND COMPANIES, that, according to ET2020 strategies, are a key factor for competitiveness

In response to these critical issues, one foresees:
• the DESGIN OF A NEW TRAINING CURRICULUM, which will see partner experts involved in the co-creation of an innovative learning path, based on the following three dimensions
– cognitive (learning by thinking) to access via blended learning, combining classroom and e-learning to study the OER
– cognitive (learning by doing) in on the job training mode, to conduct check-ups to analyse and guide SMEs in the implementation of strategic planning, guidance and control of business process paths
– behavioural (learning by acting) with the Movie Education model to enact and interpret typical situations of commercial relationships.
The design of the curriculum will be triggered by an action to identify Sales & KAM Skills, conducted on the basis of a methodological guide, developed and shared by the partners through Focus Groups involving a group of:
– partner academic representatives to analyse the state of the art of economic learning curricula and to identify strengths and areas for improvement to provide students with the aforementioned skills
– PMI representatives, to ascertain the needs for skills peculiar to International Sales & KAM processes and guide the response of university systems in line with the needs that have emerged
– students, to identify:
a)the level of possession and use of target skills
b)needs that are not adequately met by the training supply
The design of the curriculum also foresees the definition of training credits.

• PRODUCTION OF:
-OERs, according to the needs that have arisen
-The learning environment available in all partnership languages and/or in English, a real Knowledge Hub, containing learning materials and operational tools able to allow people to acquire the target skills.
This phase also foresees piloting of testing of the OERs and the learning environment to help acquire the knowledge and skills needed to conduct Company check-ups to identify strengths and areas of improvement, in an as is – to be logic, to improve sales processes and key client management

• CONDUCTION OF CHECK UPS to gather information and data to be analysed in order to guide SMEs in the implementation of strategic paths to plan, direct and control sales processes.

• THE MOVIE EDUCATION METHODOLOGY in which partner trainers from University partners will be involved in a mobility that will take place in Italy at the Università Politecnica delle Marche that has considerable expertise in movie education, to acquire the methodological references and to guide students in the Improvement Laboratory of Storytelling. The aim is to guide the project beneficiaries in designing, scripting and acting in short educational films to stage typical situations of business sales processes and the relational dynamics of strategic client management.

EU Grant (Eur)

Funding of the project from EU: 297742 Eur

Project Coordinator

UNIVERSITA POLITECNICA DELLE MARCHE & Country: IT

Project Partners

• CAMERA DI COMMERCIO INDUSTRIA ARTIGIANATO E AGRICOLTURA DELLE MARCHE
• Cámara de Comercio Italiana – Barcelona
• UNIVERZA NA PRIMORSKEM UNIVERSITA DEL LITORALE
• GOSPODARSKA ZBORNICA SLOVENIJE CENTER ZA POSLOVNO USPOSABLJANJE
• UNIVERSITAT ROVIRA I VIRGILI
• UNIVERSITY OF NATIONAL AND WORLD ECONOMY
• Wielkopolska Izba Przemyslowo-Handlowa