Course Overview
This course is designed for salespeople who will be working in 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)
- 50% in MKTG 1219
Credits
3.0
- Not offered this term
- This course is not offered this term. Notify me to receive email notifications when the course opens for registration next term.
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.
Effective as of Fall 2012
Related Programs
Key Account Management (MKTG 3332) is offered as a part of the following programs:
- Indicates programs accepting international students.
School of Business + Media
- Business Administration (Marketing Option)
Diploma Part-time
- Marketing Management (Professional Sales Option)
Certificate Part-time
- Marketing Management - Sales Skills
Associate Certificate Part-time
Programs and courses are subject to change without notice. Find out more about BCIT course cancellations.