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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

This course isn't currently offered through BCIT Part-time Studies. Please check back next term or subscribe to receive email updates.

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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