British Columbia Institute of Technologywww.bcit.ca/study/courses/mktg3332

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

$456.75

Fall 2014

Below is one offering of this course for the Fall 2014 term.

CRN 36472

Mon Sep 15 - Mon Dec 08 12 Weeks

Class Meeting Times

Dates Days Times Locations
Sep 15 - Dec 08 Mon 17:30 - 20:30 DTC Rm. 754B

Instructor

Gary Cadman

Course Outline

TBD

Cost

$456.75

Notes

  1. No Class on October 13.

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

Books & Supplies

The BCIT bookstore carries textbooks, general reference books, software, and stationery. Please visit bcit.ca/bookstore for more information.

Fall 2014

Books for Fall 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)
Author Peter Cheverton
Publisher Kogan Page
Copyright 2012
Binding Kindle Edition
ISBN 978-0-74946-351-9
Price $59.95
Required

Subscribe

Interested in being notified about future offerings of MKTG 3332 - Selling to Key Accounts? If so, fill out the information below and we'll notify you by email when courses for each new term are displayed here.

Contact Information

Suggest course days and times

If you are interested in taking this course on-campus (classroom delivery only) and would like to see it offered on specific days and/or at specific times, please indicate your preferences below. Day and time suggestions are not applicable to online courses.

The personal information on this form is collected under the authority of the College and Institute Act (RSBC 1996, Ch.52). BCIT will use this information to communicate with you regarding relevant BCIT programs, courses and services. This information is only used by authorized BCIT staff. Email communication sent to and from BCIT is routed through the United States of America. If you have any questions about BCIT's collection and use of this information, please contact BCIT’s manager of Freedom of Information and Protection of Privacy.

Programs and courses are subject to change without notice.

Find Courses

Payment Changes At BCIT

We've changed the way we accept payments.

Find out more

Course Navigation, Related Links & Tools

Registration News

Registration is now open for the Fall 2014 term.

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.

Part-time Studies Financial Aid

Will you be studying at BCIT part-time? Do you need assistance funding your studies? Find out if you qualify for Part-time Studies financial aid ›

© BCIT