This course is desinged for sales persons who will be working in with long sales cycles to large organizations. We look at managing the sales process and examine the possible influences within corporations and government departments. Topics covered: account strategy planning, partnership selling, application selling and managing activities for major accounts versus general accounts. (3.0 Credits)
This course isn't currently offered. Please check back next term or contact the appropriate Program Assistant [PDF] to determine when this course will be offered again.
Learning Outcomes
Upon successful completion of this course the student will be able to:
Define the term Key Accounts.
Write a Key Account Plan.
Penetrate High Levels.
Develop a plan for effective Territory Management.
Establish, develop and maintain profitable relationships with upper-level management clients.
Sell to Buying Committees.
Respond to RFP’s, RFI’s & RFQ’s.
Related Programs
MKTG 3332 is offered as a part of the following programs:
Registration is currently open for the Spring/Summer 2013 term.
A sneak preview of Fall 2013 term courses is also available here. These courses are available for Web
registration starting only starting Sun, May 26 at 9:00 am (PDT).
Students may also register by phone, mail or in-person, starting Mon, May 27 at 8:00 am (PDT).
Classroom Locations
Classroom locations are subject to last minute changes. Please check the Part-time Studies Classroom Locations listing at www.bcit.ca/rooms on the first day of any course you are registered for.