Course details
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
Cost
$550.22
Course offerings
Fall 2022
Below are two offerings of MKTG 3332 for the Fall 2022 term.
CRN 44189
Duration
Tue Sep 06 - Sat Nov 26 (12 weeks)
- 12 weeks
- CRN 44189
- $550.22
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Sep 06 - Nov 26 | N/A | N/A | Online |
Instructor
Gary Cadman
Course outline
Cost
$550.22
Important information
- Internet delivery format.
-
Please note that the lecture component for this course is asynchronous, not requiring you to meet each and every week at a specific time, however, there will be specific timelines for assignments and exams. It is important you have a stable and consistent internet connection to access course content. Please check the following link to ensure you meet the computer requirements for the class. www.bcit.ca/files/business/pdf/bcit-sobm-byod.pdf Course content, type and quality of assignments, and general standards for this online course are the same as classroom courses. To be successful in this online course, plan to spend 7-10 hours per week on your studies, or more if it’s a condensed course, starting Week 1. Important course information will be sent to your myBCIT account prior to your course start date.
Status
CRN 47337
Duration
Tue Sep 06 - Sat Nov 26 (12 weeks)
- 12 weeks
- CRN 47337
- $550.22
Class meeting times
| Dates | Days | Times | Locations |
|---|---|---|---|
| Sep 06 - Nov 26 | N/A | N/A | Online |
Instructor
TBD
Course outline
Cost
$550.22
Important information
- Internet delivery format.
-
Please note that the lecture component for this course is asynchronous, not requiring you to meet each and every week at a specific time, however, there will be specific timelines for assignments and exams. It is important you have a stable and consistent internet connection to access course content. Please check the following link to ensure you meet the computer requirements for the class. www.bcit.ca/files/business/pdf/bcit-sobm-byod.pdf Course content, type and quality of assignments, and general standards for this online course are the same as classroom courses. To be successful in this online course, plan to spend 7-10 hours per week on your studies, or more if it’s a condensed course, starting Week 1. Important course information will be sent to your myBCIT account prior to your course start date.
Status
Cancelled
This course offering has been cancelled. Please check this page for other currently available offerings 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.
Effective as of Fall 2012
Related Programs
Key Account Management (MKTG 3332) is offered as a part of the following programs:
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
Subscribe
Interested in being notified about future offerings of Key Account Management (MKTG 3332)? If so, fill out the information below and we'll notify you by email when courses for each new term are displayed here.
Programs and courses are subject to change without notice.