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BCIT

MKTG 3332 - Selling to Key Accounts

Marketing Management Part-time Studies Course

School of Business

Course Details

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.

Prerequisite(s)

MKTG 1219

Credits

3.0

Cost

$469.95

Fall 2015

Below is one offering of this course for the Fall 2015 term.

CRN 36472

Mon Sep 14 - Mon Dec 07 12 Weeks

Class Meeting Times

Dates Days Times Locations
Sep 14 - Dec 07 Mon 17:30 - 20:30 DTC

Instructor

TBD

Course Outline

TBD

Cost

$469.95

Notes

  1. No Class on October 12.

This section is only available for registration starting Sun, May 24 at 9:00 am (PDT)

Sneak Preview

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:

School of Business

  1. Advanced Marketing Management
    Part-time   Certificate
  2. Marketing Management (Professional Sales Option)
    Part-time   Certificate
  3. Marketing Management
    Part-time   Diploma
  4. Marketing Management - Sales Skills
    Part-time   Associate Certificate

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Registration News

Registration is currently open for the Spring/Summer 2015 term.

A sneak preview of Fall 2015 term courses is also available here. These courses are available for Web registration only starting Sun, May 24 at 9:00 am (PDT).

Students may also register by phone, mail or in-person, starting Mon, May 25 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.

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