MKTG 3332 - Selling to Key Accounts
Part-time Studies Course
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)
MKTG 1219 Cost
Below is one offering of this course for the Winter 2014 term.
Mon Jan 06 - Mon Mar 31
Class Meeting Times
Jan 06 - Mar 31
17:30 - 20:30
There will be no class on Family Day
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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.
Books & Supplies
The BCIT bookstore carries textbooks, general reference books, software, and stationery. Please visit
bcit.ca/bookstore for more information.
No information on books is currently available for Fall 2013 offerings of this course.
Books for Winter 2014 offerings of this course are available in the following BCIT online bookstores. Please choose the bookstore appropriate for the offering you are considering.
BCIT Downtown Campus Bookstore
If you are taking this course at the BCIT Downtown Campus (DTC), please purchase books for this course at the
BCIT Downtown Campus Bookstore.
Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status (Key Account Management: Tools & Techniques for Achieving Profitable)
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MKTG 3332 - Selling to Key Accounts? If so, fill out the information below and we'll notify you by email.